sales

Purchasing Power

When I started out in sales, a long time ago, most companies had a purchasing department…
Guerrilla Marketing

About 20 years ago I came across ‘The Guerrilla Marketing Handbook’ by Jay Conrad Levinson. The concept…
Networking Not Working?

Given you are probably reading this on LockedIn, you are almost certainly overfamiliar with the concept…
Nailing Nasty Negotiations

One of the endearing characteristics of the British is our general reluctance to wrangle. We may half-heartedly…
The Pain & Pleasure of S&M

If you ask any marketeer the relationship between Sales and Marketing (S&M), they will invariably say…
Pre-Sales Con-sultants

After my recent go at IT sales folk, I’ve been inundated by a request to do a hagiography…
The CIO as Salesperson

In most IT shops, dealings with sales execs are normally seen as a necessary evil that stand between…
How to be a Smokin’ Hot IT Sales Exec

Spare a thought in these torrid/tedious/troublesome times for the unsung stars of the computing world –…
The Customer is ‘king Furious

As I mentioned in Partnering for Profit or Pleasure I have a few words to say about software…
Partnering for Profit or Pleasure

I’m sure you’ve noticed that most of the IT vendors you’ve had the misfortune to deal…