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Category: Business to Business

Future Business is all about Speed

February 23, 2019
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| Categories: Business to Business, Business to Consumer

We only had a 45-minute wait for our supper at the Beehive in Cheltenham but both of us tut-tutted with the delay. Should’ve gone to KFC I joked, you don’t have to wait there. The waiter was smart, attentive and young so our supper conversation drifted to young people and how to work with them and sell to them. Yes, I have riveting conversations at dinner. But my thoughts segway to the fad of instant gratification which people label Gen Ys with, with some justification. Everything is expected immediately nowadays…

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The Modern Salesperson

February 18, 2019
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| Categories: Business to Business, Business to Consumer

Everyone is talking about how the modern salesperson has moved on from the 1990’s dinosaur. The customer is in control, over 65% along the buying cycle and despises salespeople, preferring to buy on their own using the internet. Much of it is true so how can modern salespeople distinguish themselves. A couple of years’ ago I climbed Mount Snowdon with my family for charity. Not an amazing charitable event, after all, it's not Mount Everest but a significant journey for us. The organiser of our charitable group hired a guide,…

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The Great Q&A Dilemma

February 3, 2019
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| Categories: Business to Business

I was in China on business last year and discovered that one of their sporting passions in table tennis. I was amazed at how quick the players are batting the ball backwards and forwards without taking their eye off the game. That’s exactly how you should run a Q&A session. Here’s lots of tips and ideas for doing so, in no particular order. However, a Q&A should follow an order. Never at the end, mostly just before the end so you can finish on your planned high. I’ve staggered my…

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