Blog

Is Rapportive not working? Simple way to fix the issue.

rapportive; sales; prospection
Is Rapportive not working?

 

Is rapportive not working? Since 25 October 2017, it seems it has stopped displaying the useful social card on the side of Chrome. It is well know that Rapportive is a very useful as part of a sales stack. My first assumption was that the culprit would be Linkedin. I assumed they had cut the API between GMail and their social data. However, after digging into it, it would seem the culprit is Google rather than Linkedin.

UPDATE: There is a conflict between CSP and the YesWare. The YesWare extension needs to be switched off to enable the CSP plug in to work – and hence Rapportive.… Read the rest

Good sales ops helps making sure sales data flow efficiently. And 4 data types to track

sales ops; outsourcing; research; prospection; lead generation; reply.io; prosperworks;
Sales ops helps data from your sales process to flow properly

Photo credit: Julien Chalendard

This post focuses on sales ops and how to make sure the data captured in a sales process, right from the lead gen stage, flows efficiently across the various parts of the process. And beyond avoiding data leakage, how capturing as much data early on can helps analytics even if some data pieces can be deemed not relevant initially. In this first post, I take the example of a sales ops process built around 4 services / technologies, I explain the 4 groups of data useful to capture and maintain for KPIs and reporting purposes.Read the rest

High level thoughts and a practical tool to define or refine a value proposition with outbound

prospection, lead generation, sales ops, reply.io
Joseph Priestley. A very smart chap…

Photo credit: Tim Green

Joseph Priestley was a theologian, chemist, philosopher, writer (150+ books), in short, a giant, who lived at the end of the 19th Century. Amongst other things he is known for the discovery of oxygen though other scientists have strong claims for this discovery too (like many discoveries at this time). One thing which absolutely blows my mind is the prescience of on of his quote: “The more elaborate our means of communication, the less we communicate”. Absolutely fascinates me as this is such a salient point these days.

Communication is key in  sales process.… Read the rest

Simple four points framework to avoid trying to “catch-up”

chasing
Chasing can be fun. But it’s best done efficiently

Photo credit: Adamnsinger

“Should we catch-up?” “Did you synch-up with your colleagues?” “When is a good time to synch-up?”.

As we know,  it takes a few interactions with a prospect to bring him/her as a fully fledge customer. When looking at moving prospects throughout the sales process, whilst it’s best to block a slot with the prospect for the next conversation, things never run perfectly and some form of chasing is more often than not inevitable. Above are some examples of the not so very good (understatement) follow-up emails that can be used.… Read the rest

Weekly round up: articles on pricing, budget and sales call analysis.

Sales post; sales blog; sales blogs;
Some interesting reads

I call these posts “weekly round up” though, looking at when I posted a similar one previously, I should call it “yearly round up”. But anyway, I did come across two very interesting articles and one worth mentioning. One about pricing, one about budget and a last one doing some semantic analysis on sales calls.

The article about pricing presents the perspective of a pricing expert, Madhavan Ramanujam. Its core thesis is that companies should build product around a price, not around features. Whilst the article might be more applicable to companies building large scale consumer products (eg: cars) rather than, say, software companie, I have found it quite interesting.… Read the rest

Five practical steps to take to run POCs / trials efficiently

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But do you want a trial that last 1000 days?

Photo credit: Steve Rhodes

“But Michael, you are using a competitor product. And they are a good company. So, whilst it is great you would want to do a POC with us, I am not clear on what specific issues you want to address and, assuming we can address them, what would happen afterwards. Could you help me with this?”

Michael could not help me with this. Michael was a partner for one of the major consulting firm in the world and was keen to do a POC to test the product of my start-up.… Read the rest

Weekly round up: Some articles on “No”

 

Sales post; sales blog; sales blogs;
Some interesting reads with a focus on the dreaded word: “No”

Photo credit: nicoleneu1

 

Here are three posts I came across recently and found interesting and worth sharing. Strangely, two of these posts have a theme, a word that all sales people and business owners do not like: the dreaded word “No”…

1- “The answer to this question will make your sales skyrocket”. This is a very interesting article about a very simple question that can be asked to improve a sales process. You can find all details here but, in short, the question is: “What made you nearly say: No”.… Read the rest

When talking about your product to prospects can put you in trouble…

Sales, question, questioning, process, spilling the beans
When you sale, do you spill the beans? Or do you ask question?

Photo credit: Phil

Greeks invented the democracy. And they had an interesting way of voting. They used beans. A white bean was a vote in favour of a motion, a black bean was a vote against. The vote had to be unanimous for the motion to go through. So should the jar with the bean topples and the beans fall down, revealing a black bean, it meant something had been revealed too early and the vote had to restart. Hence the expression spilling the beans…

 

Well, nearly…

This expression might not be entirely due to the Greek way of voting (it isn’t).… Read the rest

How to quantify a good prospect vs one, well, not so good?

 

Lead scoring; sales process; quantify prospect
Lead scoring. It doesn’t have to be rocket science but it helps to quantify

Photo credit: NASA Goddard Space Flight Center

 

Can you send me some information please?

This is a standard question I hear a lot when starting an engagement with a prospect. A reasonable question and one which, when we have our happy ears on, could be seen as a positive sign. The syllogism could be “All companies who have signed wanted information at the beginning of a process. He wants information. Therefore he will sign.”

But let’s be honest. This question could also mean other things:

  • First option: “Please do go away, I am busy but I am polite so I am pretending to be interested by asking you information”.
Read the rest

Weekly round up: posts on sales process, pricing and training

 

Sales post; sales blog; sales blogs;
Some interesting reads on process, pricing and training

Photo credit: nicoleneu1

 

Here is a brief round of interesting posts I have read, found particularly good and thought they were worth sharing.

First of all, a post from David Brock about the companies that believe they have a sales process but, actually, simply don’t. What I like beyond David rather dry sense of humour (notably on things like “gurus” in Linkedin), is the probing of companies that believe they have a process when, actually, it is not being followed or need some updating. The post is here.

Secondly, a post on sales training and who should pay for it. … Read the rest