Everybody needs some kind of structure to manage their day. Some people leave post-it notes all over the place, others like the write things by hand (perish the thought!) and some use complex project management tools. I use Trello (Google Keep is also similar). Trello is a tool that allows you to create lists and...
When I worked in sales, I’d get so stressed from emails that my wife started getting me to turn my phone off the second I got home. It wasn’t the content of the emails that bothered me, but the sheer volume. I felt like it was my duty to respond to every single email instantaneously...
Like a lot of social media, Twitter is something I’ve always gone through phases with. There’s been months when I think it’s the best thing in the world then there can be long periods of time (most recently over a year) where I almost forget it exists. The primary issue for me, is that I’ve...
What drives someone to purchase a SaaS product? Is it that it ticks all the boxes on their requirements list? Perhaps it’s the cheapest provider out there, or maybe the buyer just really hit it off with the person on the other end of the phone? Product, Price and Personality (PPP) are the 3 themes that...
Over the past few years there has been a significant change in buyer mentality. I touched on this in a recent blog about driving more value through discovery calls but the issue is much deeper than that. Here’s a summary of the vast majority of sales calls that I’ve experienced (from both sides of the table)...
Over the recent bank holiday weekend, I was reminded about my startup, Sorted, when RatedPeople.com started TV advertising using ‘sorted’ as a strap line for their very similar product. When my delicately stacked house of cards fell down, I wrote a blog post penning all the reasons why I thought it had failed. Since then,...
I believe that the way the vast majority of sales people sell their product is wrong. I say this having had experience sitting on both sides of the table, muting sales people and swearing at my phone, as well as falling asleep whilst personally reciting the same thing over and over again. I read a lot, but...
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