http://salesways.com Fri, 09 May 2008 19:48:34 +0000 http://backend.userland.com/rss092 en A while ago, I tuned into a conversation between two of our salespeople. One (a relative newcomer to sales) was commenting that given the experience of his first year in sales, “selling was easy.” I sold for a long time, and I never thought it was easy. I’ve talked about ... http://salesways.com/2008/05/09/selling-isn%e2%80%99t-easy/ Every salesperson has to make presentations to their customers, and the most common tool they use is Microsoft PowerPoint. In an earlier post, I even talked about PowerPoint as a form of “persuasion technology” in sales. But PowerPoint is not without critics; some feel that it encourages a lazy way ... http://salesways.com/2008/05/09/an-alternative-to-powerpoint/ Strategic customer relationship management has been my focus for the last twelve years. During this time I have worked with sales executives, managers and directors at major software vendors and consulting firms. I have always faced one major challenge: how to sell software or services to people who ... http://salesways.com/2008/02/11/sales-reps-enjoy-it/ Sales Automation Done Right (SADR) is Now Available as an eBook The world of eCommerce is truly amazing. It took SalesWays Press several months to publish the paper version of Sales Automation Done Right and arrange distribution through Amazon.Com. Publishing the eBook version was much easier. The first task was ... http://salesways.com/2007/02/06/sadr-is-an-ebook/ I’m writing this on the way to Hawaii, on a cruise ship—a planned attempt at avoiding part of the long Canadian winter (which has actually been very forgiving this year) Cruises are always a good opportunity to read books, something that I find tough to do in life back home. I ... http://salesways.com/2007/01/26/the-story-and-the-method/ In my last post I referred to Michael Schrage’s comment that the 2×2 matrix rated along with PowerPoint as the two most popular business tools. I don’t rate them equal—PowerPoint does not have the same depth as the 2×2 in the power to unravel problems—it is more a set of ... http://salesways.com/2006/12/06/wikipedia/ In sales automation done right I make extensive use of one of my favorite business analytical tools, the 2×2 matrix. It’s a given that if a complex idea can be framed into two counter or opposing issues, the four quadrant result of a well-planned 2×2 matrix can throw a huge ... http://salesways.com/2006/11/24/the-power-of-2-x-2/ CNN reported earlier that newspaper sales are generally down by 2% in the US, while online news viewing has increased by 8%. I definitely contribute to that increase. Living an ex-pat existence for most of the year, I appreciate, more than most, the ability to get news from my favorite ... http://salesways.com/2006/08/10/a-few-words-for-the-ebook-naysayers/ Opportunity Portfolio Management (OPM) is the sales training course using the methods and ideas that are mostly (but not entirely) described in my first book, Sales Automation Done Right. Most of the analytical stuff from OPM is encapsulated in a range of mature SalesWays software products bearing the Sales Cycle ... http://salesways.com/2006/07/10/opm-in-salesforcecom/ Jeffrey Barrie was instrumental in getting me to finish writing “Sales Automation Done Right.” He has also spearheaded the effort of getting the book, our software, and the SalesWays web site translated into Russian, where he is leading a major initiative to promote SalesWays methodology in that country. His story ... http://salesways.com/2006/07/05/salesways-in-russia/