Introduction: How We Got Here David Brock at Partners In Excellence and I had a nice exchange over sales processes last week. He started with a post titled But We Have a Sales Process. As the comments piled up, he added another post titled A Great Sales Process - Elegant In Its … [Read more...]
Sales Process Problems: Turn by Turn Guidance is Unavailable
December 5, 2009 By 10 Comments
David Brock, Provocateur David Brock at Partners in Excellence writes one of my favorite blogs. Last week he wrote a piece titled But We Have a Sales Process where he outlines the fact that most organizations he works with have a sales process in place, be it one that has not … [Read more...]
Thoughts on GTD and Sales
September 14, 2009 By 3 Comments
Bill Rice from Better Closer has a post that the David Allen Company has republished. I agree with much of what Bill writes about using the GTD methodology, which can be summarized as collect, process, organize, review, do. But I take issue with one idea in his post that can be … [Read more...]
Trust Agents, Pac-Man and Closed Systems
September 7, 2009 By 1 Comment
Read Trust Agents: Using the Web to Build Influence, Improve Reputation and Earn Trust by Chris Brogan and Julien Smith and you will come across this story about Pac-Man and the differences between Closed Systems and Open Systems. There are two versions of Pac-Man, the original … [Read more...]
Zen and My Sales Process Agnosticism
July 15, 2009 By Leave a Comment
There are a couple Zen principles that apply to sales (or anything else, for that matter). One is Shoshin, or beginner's mind. I love this concept. What it means is that we need to approach every endeavor with the open mind of a beginner. But, as we gain competence in anything, … [Read more...]
There is no right or wrong, only effective and ineffective
April 27, 2009 By Leave a Comment
Last week I posted on my admitted agnosticism as to sales processes. Process becomes a problem when it turns in to right and wrong. What happens when we start to divide activities in to right and wrong,is that we cut ourselves off from possibilities. Or worse still, we believe … [Read more...]
Why I am Sales Process Agnostic (and why you should be too)
April 23, 2009 By 2 Comments
Let's start with the disclaimer. I am not saying that you should not have a sales process! That would be stupid and criminal. Having a plan with defined milestones makes perfect sense, and if you don't have a defined process you are not as successful as you could be. … [Read more...]
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