When I insist that Sales Coordinators — and never Salespeople — should make follow-up calls, there’s always a howl of protest from Salespeople. “What about the relationship?” is the instinctive response, followed by, “but Sales Coordinators don’t have technical skills — or sales skills”. Of course we can immediately discount the instinctive response (Executives have PA’s […]
I was impressed to see Gordon Ramsay explain TOC basics to a failing restaurateur in his new reality show “Ramsay’s Kitchen Nightmares” the other night. Ramsay is the gruff, Scottish, Michelin-star-winning, celebrity chef. His show tracks his attempts to knock poor-performing restaurants into shape with his unique mix of screamed expletives, gentle reasoning and some […]
About once a day, I feel compelled to scream at no one in particular: ‘it’s all about scheduling!’ Because it is. All about scheduling, that is. The Ballistix method — Sales Process Engineering — it’s really all about scheduling. But people just don’t get it. So, I’m going to take some time out to talk […]
A while back, a few subscribers expressed interest in hearing stories and results from the field. Well, we just finished a project with manufacturer of food products (sold through supermarkets, convenience stores, pharmacies, etc) and the results have been both interesting and indicative of our methods. This manufacturer has a team of salespeople, distributed across Australia. […]
It’s a mistake to assume (as some do) that our method is only appropriate to large business. I think the reason some assume this is that our method inevitably involves the employment of sales support personnel. The easy (but unhelpful) answer to this concern is to point out that if you can’t afford to have […]
