Selling: random art vs. science
Most sales people are treated as unwholesome freaks who have been gifted with the gab. The truth is otherwise: the art of selling is about training, method, analysis and measurement.
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my first novel: an engaging thriller set in high tech and finance.
Best practice e-commerce
Using search engines to increase sales
Hiring a good salesperson
Executive coaching
How to introduce yourself professionally
How to meet Bill Gates
Use my Sales Audit checklist to see how your salespeople are doing.
"City of Liars"
my first novel: an engaging thriller set in high tech and finance.
Sunday, July 25, 2004
Commentary and articles about the technology business, sales, marketing and strategy.
Roger Willcocks runs Screen Pages, provider of ecommerce services to the retail, mail order home shopping businesses. Roger Willcocks has enjoyed 20+ years experience in the technology business, spending most of my time on strategy, sales, marketing & business development.Roger Willcocks has pretty unique experience having founded a business (Intelligent Environments), taking it from early stage through to IPO. My roles included sales and marketing strategy and management, product development and project management, international marketing and channel/partner development, through to quoted company leadership as CEO.
Roger Willcocks has worked with a number of technology start-ups, helping them with business strategy, fund-raising, sales and marketing. I have a deep vision for software products and markets, coupled with strong sales and marketing savvy and creativity.
Previous Posts
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2 Comments:
Hmmm, not too sure that I can agree with you here, at least not completely. I remember doing pre-sales tech support back in the late 80's for a Leeds-based software house. Now perhaps we were unlucky with our sales team, but it soon became apparent that unless you came out with an unqualified "No" in response to a salespersons question, then it became an unqualified "Yes" when presented to the (potential) customer.
Well, that always happens of course. No telling what the poor salesperson will say in pursuit of the deal! The true professional will have a crisp understanding of a company's delivery capability and treat any "issues" as an oppportunity either to promote value or upsell. (I am sure pre-sales folk would concur).
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