Learn
The SalesPulse is the market leading sales newsletter in the United Kingdom and has been published for over 10 years. We have published over 120 issues and should you want our views on a particular topic, please contact Steve Rowe.
To read the previous issues of the SalesPulse, see below for the links.
IS and project management myths
This article is from Chris Yapp our Senior Public Sector Advisor and can be found on the BCS web site by clicking here...
SOME NEW YEAR’S BUSINESS THOUGHTS
SOME NEW YEAR'S BUSINESS THOUGHTS
Happy New Year. In this edition of the SalesPulse we focus on some thoughts that we believe will enhance business performance in 2013. Our quote this month is about focus and we should all focus on what is important, and the most important asset we all have...
The SalesPulse Blog
87% OF SALES TRAINING IS A WASTE OF MONEY!
According to Professor Neil Rackham, the Professor of Professional Selling 87% of sales training is forgotten within 30 days of the training. By definition this is money badly spent. And if it applies to sales training why should it not apply to...
What great sales people never do!
On average sales people spend much less than 50% of their time with customers. The bigger the company, the less customer facing time they have. In fact, in a recent survey of Chief Sales Officers, the lowest recorded amount of customer facing time was a dismal 17%.
Apart from being extremely...
Autonomy, Localism and Subsidiarity
The UK remains one of the most centralised systems of government in the democratic world. For nearly 50 years local government has increasingly become captive to the central UK state. The collapse of the poll tax created a lurch to the centre which has never been reversed. Politicians across the...
The SalesPulse Blog October 2012
SELLING IS SIMPLE - WHY COMPLICATE IT?
Before writing this newsletter I searched for "sales techniques" on Google. The search yielded 146 million hits! That's not to say that there are that many sales techniques though at times it seems like it. Here are just a few, solution selling, relationship selling, the challenger...
The SalesPulse Blog August 2012
ARE YOUR SALES PEOPLE DEVELOPING BAD HABITS?
This month’s newsletter is short and sharp. Do you know the tell tale signs of bad habits in sales people? If you do then that’s great, if not then read on. Here are some of the symptoms:
1. Are elapsed times from lead to close...
Can the Public Sector in the UK afford not to share data?
A recent report by Chris Yiu at The Policy Exchange suggests that £33bn per year could be saved with better use of citizen data. But is the public sector ready to take a leap of faith and start using their own citizen data in a much more joined up manner....
The SalesPulse Blog July 2012
Goodness me! This earth shattering statement and accompanying article was published in the Harvard Business Review Blog on 10th July. It starts "With many companies trying to shake off the drag of a global recession, CEOs are eager to find growth. One place they need to look is in their...
KoruComment July 10 2012
“There are no jobs for the young, and there’s no hope. We’re creating a lost generation”. We are bombarded daily with attitudes like this. We have a generation led to believe by politicians that getting a degree is a passport to a well paid job. And now expectations are not...