Home > 2008 > August

From the monthly archives:

August 2008

A Sales Conundrum: Do We Need a Sales Meeting to Sell Nowadays?

22 August 2008

If there’s one thing I know about selling professional services – it’s that my chances of making a sale go up exponentially if I can meet my prospect face to face. In fact in my 20+ years in business and over £20m of consulting projects sold – I’ve only ever sold one engagement (and a [...]

Read the full article →

Sales: It’s the Small Steps that Count

14 August 2008

The element of sales most visible to outsiders is the “big win”. The “rainmaker” seemingly works some magic in a presentation, or big meeting and returns home with the sale in the bag. This often leads to a belief that the crucial element of the sale was that final event. When people look at what [...]

Read the full article →

Interactive Document Creation: Papershow Trial

12 August 2008

Over the last few weeks I’ve been trialling a product called the Papershow from Oxford (the chaps that make those nice Black & Red notebooks so beloved of we consultants). The product is basically a fancy pen with clever paper and a USB key for your PC. When you write or draw on the paper, [...]

Read the full article →

Sales Tips from Angelina Jolie

6 August 2008

One of the featured resources on Rainmaker Resources is David Maister’s series of podcasts. In his Business Masterclass episode “Cultivate the Habits of Friendship” he shares a lovely anecdote about building relationships that bears repeating: The actress Angelina Jolie was interviewed on television and asked if she had to like the characters she was portraying [...]

Read the full article →