What We're Reading
Planned books:
- Digital Leader: 5 Simple Keys to Success and Influence by Erik Qualman
Current books:
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Communication and New Media: From Broadcast to Narrowcast by John Harrison, Martin Hirst
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The DNA of Customer Experience: How Emotions Drive Value by Colin Shaw
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Socialnomics: How Social Media Transforms the Way We Live and Do Business by Erik Qualman
Recent books:
- Marketing in the Age of Google: Your Online Strategy Is Your Business Strategy by Vanessa Fox
- The World Is Flat 3.0: A Brief History of the Twenty-first Century by Thomas L. Friedman
- True Professionalism by David H. Maister
- Crossing the Chasm: Marketing and Selling Technology Products to Mainstream Customers by Geoffrey A. Moore
Tag Archives: Oracle
Building Relationships Using Mobile
Mobile marketing is a common strategy in today’s business world as it is an effective way to touch on the vast number of mobile users. One of the beauties of pin-pointing mobile users is that they have access around the … >> Read More
Posted in Team's Blog
Tagged apps, CRM Now, CRMNow, Mobile, mobile advertising hub, mobile app, mobility, Oracle, social
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Chapter 5.5.3 Beating the Competition – Emotional
This is where you make a judgment on how well you have understood the company and the executives you are selling to. Read the section on The Customer as a Human Being again and the section on the Product – … >> Read More
Chapter 5.5.2 Beating the Competition – Economic
This is where you make a judgment on how well you have understood the company and the executives you are selling to. Read the section on The Customer as a Human Being again and the section on the Product – … >> Read More
Posted in Team's Blog
Tagged beating the competition, Clive Smith, CRM, CRM Now, CRM On Demand, crm system, CRMNow, economic, everything you always wanted to know about sales and selling, Fusion, Fusion CRM, Oracle, Oracle CRM On Demand, Oracle Fusion CRM, Sales, Selling, thought leadership
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Chapter 5.5.1 Beating the Competition – Political
The political battlefield is about access and power. What you have to consider and ask yourself is am I meeting the right people? Are my competitors meeting the same people or different people? If my competitors are meeting different people … >> Read More
Chapter 5.5 – Beating The Competition
Until now I have avoided the traditional metaphors of warfare or sporting competition to describe the skills and activities of a salesperson, but when it comes to beating the competition it is appropriate because it is a zero sum game. … >> Read More
Chapter 5.4.2 Managing Opportunities – Part 3
If we now look at how to structure a proposal or presentation of a solution, what we have discussed so far is the Management Summary. The most important part of a proposal document and the most important slide of a … >> Read More
Chapter 5.4.1 Managing Opportunities – Part 2
“Is this a company we want to do business with?”, should be easy. If your company is not a credible supplier then you should not be bidding. The proof statements about your company should be freely available (Market Position statements … >> Read More
Chapter 5.4 Managing Opportunities – Part 1
Selling A Solution to the Customers Requirement If you emerge from the Requirements Gathering phase with a viable solution then you are into the phase where you present the solution and proposal to the client. Again larger companies will have … >> Read More
Chapter 5.3 Stage of Sale – Timing
I strongly recommend you prepare at least 10 questions before an important meeting to ensure that the meeting gets going. Once a conversation starts it is easy to respond and ask the logical next question. The ten pre-prepared questions are … >> Read More
Chapter 5.2 Finding Opportunities: Qualifying – Identifying Requirements and Defining the Opportunity – Part 2
Requirement Identification is very often done badly by salespeople, often because they do not feel able to do it well. Let me give a few reasons why you might want to do it well, you have to invest the time … >> Read More