If you’ve ever bought a car, you’ve probably been subjected to the “yes curve” theory of sales. I have no idea who invented this theory. Whoever it was, I suspect it was created a long time ago, before people became…
Author: Nick
The Sales Process
This is another chunk of my BarCampRDU session on Marketing and Sales… Overview It is a very common misconception among salespeople that they can make someone buy something. Short of holding a gun to someone’s head, this is simply not…
Wherefore Art Thou, ZX-81
1981… The heady times of Thatcherite Britain. Deep in the industrial north… A vast private-equity fund is assembled for the sole purpose of the deployment of 21st Century technology. Well okay, it was actually my brother and my sister and…
Getting Plugged in…
Before moving to RTP, I was in Phoenix for a good long stretch. The company I worked for had ~100 employees, was a sexy business and paid pretty well compared to the state’s average salaries. We were acquired in 2001…
The 5 Keys to Closing a Sale…
This is one of the topics I covered in my session at BarCampRDU… One of the big shocks for me early in my career was finding out that Sales could be an almost step-by-step process. I had always thought of…