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
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
Chapter 5.2 Finding Opportunities: Qualifying – Identifying Requirements and Defining the Opportunity – Part 1
This is the phase of selling that most salespeople try to get through as quickly as possible and yet it is the part of the process where you can most effectively improve your chances of success. So many salespeople in … >> Read More
Chapter 5.1.2 Activity to Find Customers – Part 3
There is a new set of solutions which I have not used, but look promising if you are based in the US. With these solutions salespeople enter their business cards into a common pool, by entering your business cards you … >> Read More
Chapter 5.1.1 Activity to Find Customers – Part 2
Another approach is if your company runs events, invite target executives from the companies to attend. As a sales manager I always liked to run periodic (monthly) low cost events on our own premises that are educational in nature (presentations … >> Read More
Chapter 5.1 Activity to Find Customers – Part 1
Here practice varies greatly from company to company. In some companies the salesman receives pre-qualified leads from marketing campaigns that have been contacted by telesales and “qualified”. In other companies the salesperson gets given a couple of brochures and a … >> Read More
Chapter 5 The Unifying Process
The purpose of this chapter is to pull together the three elements (You, the Product, and the Customer) and the skills required to orchestrate these elements into a process called selling. Edward Deming the great business thinker on quality said … >> Read More
Chapter 4.6.1 Ego/Expressive
Ego / Expressive These guys may look like Dominant / Drivers but they are worlds apart. They are completely driven by the need to be acknowledged (applauded actually). Very often creative as they do not feel constrained by how things … >> Read More
AAPT hack highlights need for SMEs to update IT systems
IT security can be something business owners don’t think about until after they’ve been hacked. It’s common for big companies to be attacked on a daily basis and in some cases hourly. They have infrastructure and the people in place … >> Read More
Posted in Latest News
Tagged AAPT, Austin Data Centre, hack, Melbourne IT, Michael McKinnon, Oracle, Oracle Fusion CRM
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Chapter 4.4 The Middle Manager & Order Taking
Below the “C” level are the middle Managers who run the business. This is not always apparent from their titles; I have never been given a business card which has the title “Middle Manager” so you need to be able … >> Read More
Chapter 4.3 The “C” Level
If he is a senior executive, or “C” level, he is responsible for the direction, strategy, planning and financial results (profitability) of the company. Fortunately you have done your basic research (making money, growing, or losing money, cutting budgets) and … >> Read More