Connect & Collaborate books change your life, selling & sales management.

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Neil Warren - ModernSelling.com
I'm Neil Warren, here or on LinkedIn

The minimum I believe you should have discovered and established by now, is to have built a LinkedIn profile for yourself, and completed that with a (current-ish) photograph and some work or learning history and current employment or opportunities sought.

You should then be able to login with LinkedIn here on ModernSelling.com, and to post a comment below there, at the least to say "Hello Neil" - in the title, and then something in the comment box, even if that's - "I'm Tom, Dick or Harriett". And, when you've posted that, I'll be able to click on your name / profile, and check you out, like you can by clicking on mine here – Neil Warren.

Do that, and you'll earn at least a welcoming comment and a pat on the back from me. BUT, if you can impress me just a bit further with what you're doing, or have achieved, in this scary, new, exciting, opportunity-laden, modern selling world, I have committed in my mind to rewarding you with some excellent books, that will truly light the path ahead.

I can't be bothered to work out all the normal competition (for commercial gain) rules, and in fact there isn't much in it for me or ModernSelling.com, beyond having nudged another sales person or manager down the 21st Century selling road. (Those of you still wedded to car and phone only selling, and cardboard business cards, please look away now).

So let's just say it's not even a competition, this is "connect & collaborate" not "command & control", and I'll just be long-term-lending a couple of books I really like (and that changed my life), to any new friends I make. Or, better still, you just read and pass on to one of your friends, and let this life-changing information be the "prize", rather than a book costing £x. The information is a million times more valuable than the price – which is another great selling lesson. (Heck, if the Thought Police get on to us, I can even just tell you which ones to buy yourself, they're that good!)

Hint: If you've also found and can connect to this discussion in the ModernSelling.com LinkedIn Group, that would be an additional tick, and that retweet button up the top there is another opportunity. The "how?" of you telling me where to send the book will also then be more obvious, but I'll explain, if you start...

    Questions & Comments

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    "It works"

    Hi Neil, nice to see the connecting the accounts works nice and smoothly, took about a whole 10 seconds, modern connectivity for modern selling. Looking forward to looking around the site.
    Posted by Alex Gribble FInstSMM on

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    10 out of 10 for Mr Gribble!

    Superb Alex, well spotted, well played, and I'll pop back into LinkedIn to give you the "secret handshake" and see where you want the book sent. ;-)

    D'ya fancy improving your mindset, exploring world trade, or the history of all the above? (Don't tell me on here, I'll find out privately, and we can leave room on this discussion for the next brave soul who is.....
    Posted by Neil Warren on

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    A good pupil

    Neil, as no-one else has pitched in yet I thought I would so you didn't feel that we weren't paying attention!

    Re: the title, I have a very strong suspicion that I already have two of the books on offer - one in traditional form and the other on my Kindle.

    Have you thought about setting up a recommended reading list here similar to Webinar corner? The recommendations don't just have to come from you, of course!
    Posted by Neil Fletcher on

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    You're the best Mr F, quite simply the best!

    I thought I was teasing and intriguing Neil, but let's have reading list, yes indeed (only try to avoid the one-line "SPIN is great" type recommendations folks, eh?

    And let me guess Neil, do I therefore owe you The Rational Optimist by Matt Ridley - which would be my absolute pleasure to forward?

    Or maybe we can entice Sean McPheat here...

    http://www.modernselling.com/news-and-events/webinar-corner/sellers-tale-eselling-book-workshop-webinar-discussion-tips-series-20114025.aspx

    ...to give away a few more promo-copies of "eselling". I only got mine a couple of days ago and, intriguing as it looks, I haven't quite finished my 2012 conspiracy / fantasy novel yet (they're all lizards, did you know?) - so cannot report back yet. Did see the online summary-tutorial though, and that's very good.


    Posted by Neil Warren on

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    Wrong guess!

    Ah, I didn't say I was reading them in order! I'm reading Matt Ridley at the moment (Kindle version). It's Dan Pink I haven't caught up with yet due to a lack of Kindle version. (Have you guessed yet that I'm a total convert?)

    I don't actually have any recommendations of my own at the moment. I think the last sales-related book I read was 'The One Minute Sales Manager' or some such title and that was a long time ago.

    I'm happy to read anything you would care to forward to me as I haven't been disappointed by your recommendations so far.
    Posted by Neil Fletcher on

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    Seth Godin Says...

    Time for a workflow audit

    Go find a geek. Someone who understands gmail, Outlook, Excel and other basic tools.

    Pay her to sit next to you for an hour and watch you work.

    Then say, "tell me five ways I can save an hour a day."

    Whatever you need to pay for this service, it will pay for itself in a week.
    ____________________

    And whilst I am no geek, and not even a "her", I'll bet I can help the vast majority of you to sell better, and I'm "free" to the point of paying you - for Pete's sake!

    Posted by Neil Warren on

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    Trying to Confucious are you Stuart!?

    Love it! Checked out your LinkedIn profile, instantly noted that not everything in selling is "modern", locked on to the "show don't tell" bit, and was transported back in time to me dear (late) Dad, and that generational gathering we had a few years back...

    http://www.modernselling.com/management/profile-sales-leaders/-2009972.aspx

    ...with his wise old words too.

    Lovely to see you here, anyway, thanks for your thoughts and blog, looking forward to tribe building with you, yes I'll hook up on LinkedIn, my pleasure, and I'll see via the normal "secret handshake" of a LinkedIn message whether I can boost your paper-book library any too.
    Posted by Neil Warren on

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    Business fit, business value, long-term relationships

    Hi Neil,
    Really like the LinkedIn log-in - should get you lots more people connecting since it's one less username and password to remember...

    Engleby Associates has now become durhamlane. I've got a new business partner, an office, colleagues and heaps of ambition to continue doing our bit to make sales the respected profession it needs to be.

    I'll let you know when the new website goes live - we're close...

    Thanks,
    Richard.
    Posted by Richard Lane on

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    How much I already know about you Richard...

    Indeed includes a quick click on your name there, gets me to your LinkedIn profile, reassure myself that you are delightfully already in the ModernSelling.com Group there too, and the job's a good 'un.

    I already know you're better read than most, but will double-check any book requirements in due course. Otherwise, indeed, we await your butterfly-like transformation, as soon as you are ready. Noting that two-way and multi-way communication like this, knocks the socks off just having a bunch of website "readers" or "visitors".

    Nice to see you, to see you nice - and let's keep getting "engaged".
    Posted by Neil Warren on

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    Its a good way to stand out

    Neil, great way to remind us all to come visit and hopefully collaborate in building a community of modern sale sprofessionals
    Posted by Jeremy Noad on

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    Crowd's getting bigger too...

    Which also emphasises what a handy-dandy look-up reference LinkedIn is, like a kind of turbo-CRM, so I can click and remind myself, at a glance, where we met Jeremy, what our "relationship" is, etc., etc..

    Petty cash arrives next week, books to be dispatched thereafter, and I'll "find out where you live" back on LinkedIn, as with the chaps above. Reminds me that we're also looking for our first (adventurous) female....ladies?....
    Posted by Neil Warren on

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    Modern or post modern selling

    The world clearly isn't what it once was - and that can only be a good thing.
    Posted by Jim Powell on

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    Define "selling"

    Indeed Jim, partly it's getting back to basics, like having a Sales Managers' Association 100 years ago...

    http://www.cim.co.uk/about/centennial/history.aspx

    ...and partly it's redefining terms like what we actually mean when we say "to sell".

    Is that (now or ever) forcing somebody's arm up their back, and getting a "close".

    Or is it (like SPIN and Rackham hinted) helping people to buy, and maybe "opening" a long-lasting and mutually beneficial business relationship?

    And then it's also a matter of trying to catch up with modern selling tools, to add to the phone and the car, like "the internet" (which is where all the buyers have gone anyway).
    Posted by Neil Warren on

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    Hello Neil

    I confess, I am a minimalist user of LinkedIn, FB & Twitter. On the other hand I have been trying to keep up with developments in Web 2.0 as concerns the "Sales" profession. In the past when I would get a call from a client for a quote, I would always politely refuse because I knew that another promotional company (we are promotional product consultants) had done all of the research & program design & the client was simply shopping the price. But today, those calls are answered because it's not my colleagues who have done the work-it's the clients. Search & Social have enabled a self directed (B2B) buying process with the result that "Sales" are often contacted late & reduced to order takers or commodity suppliers. Obviously long term, this is a losing proposition. "Sales" have to get back into the game, earlier on in the buying process. Keeping in mind that I believe that the self directed nature of the (B2B) buying process is here to stay, this is my response to "Sales" professionals being left out in the cold: www.b2blinkup.com. Now I don't know whether this will fly, but it does reflect my sentiment that the skills of the "Sales" professional, relationship building, problem solving & working as an honest & trusted adviser have been undervalued of late & I'm hoping that some of the enormous attention now being cast on "content" marketing falls back onto "Sales". The (B2B) buying process needs "Sales" involvement to maximize bottom line outcomes. Regards, Stan Creatchman
    Oh yes, you can air freight me the book to Canada........ just kidding!!!!
    Posted by Stan Creatchman on

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    Two Tricks for your Stan...

    Hi Stan - and actually you have already covered a ton of stuff in just that posting and link.

    I absolutely agree with you that the big disconnect is between what sales people are still (mostly) trying to do, which needs matching up, big time, to what buyers are (mostly) doing - and have been doing for the last 5-10 years, and will be doing more and more in the next 5-10 years, and beyond.

    First "trick" for you though, is to note that blogs and forums differ, in there technical construction, and hyperlinks out are best posted with the full "http" bit. So, in this instance and for you...

    http://www.b2blinkup.com/

    ...otherwise people can assume that the broken link was actually a broken website, when clearly it is not.

    (Aside - apologies for our lack of "edit" facilities on the main site here, part of the legacy problems of only being able to re-skin a 5-yr-old thousand-page "magazine" to make it into a fully-fledged community centre and discussion hub. Plus I'd have a practice at breaking up paragraphs for easier reading online, for your post and blog efforts here, if I were you.).

    Second "trick" will be to ask you to have another go at our Login with LinkedIn option, with the aim of bringing us this "character"...

    http://www.linkedin.com/pub/stan-creatchman/3/766/345

    ...and so that multi-way trust and communcation can be established so much more easily. Once you have approved the access to that, all the other photo and name link stuff happens automatically.

    I already know that you're a member of our LinkedIn ModernSelling.com Group, for example (link in my opening post above), and in there the conversation has just focused on what role "buyers" might play, that MODERN sales people could learn from...

    http://www.linkedin.com/groups/Buyers-Doing-Sales-Training-What-1328087.S.61300357

    ...and I just did the rehearsal for tomorrow's webinar...

    http://www.modernselling.com/news-and-events/webinar-corner.aspx

    ...(funny Brit-time, sorry!) which will be The Seller's Tale, following from The Buyer's Tale, and similarly trying to find out how the twain shall ever meet again!

    And, finally, no problems on Canadian delivery (assuming you're within reach of Amazon?), and they're not my books, where two at least are by US (or Canadian maybe?) authors - Daniel H Pink and Thomas L Friedman (the third even being a global-Brit, going by the name of Matt Ridley). So, as with the others, I'll swap messages with you on LinkedIn, get an address, and you can watch the mail box with eager anticipation :-)

    Best regards - Neil
    Posted by Neil Warren on

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    Thank you Neil-"tricks" duly noted

    Also did the "Login with LinkedIn" option on Modern Selling web page.
    Thomas Friedman looks good.

    Have yourself a nice day,
    Stan


    Posted by Stan Creatchman on

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    You already bought a book Graham...

    Hi Graham - and we'd better just tell all the folks "at home" here that we met in the ISMM LinkedIn Group, and have swapped emails in there, where you told me you'd already bought "eselling" - good move!

    I'll show you some others though, in there, because you've definitely qualified.

    Kind regards - Neil
    Posted by Neil Warren on

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    Intro

    Hello everyone.

    Hi Neil. I have finally followed your suggestions and advice (how I hate following anyone is to be believed!) and here I am. Guess that's part of my character, suspicious and independent to the extreme, and probably to be expected from an ex-VP and ex-Director for Sales & Marketing & Services - very unwilling to be led, since of course I *know* I know better! :)

    For anyone who hasn't been "charmed" by me before, please be constantly aware that I have a strange (warped?) sense of humour, so look for the underlying meaning or even a hidden lure to reply in kind, and don't be offended by what you read on the face of my comments, especially if they seem to be well off-track and most definitely not "PC"!

    So now I'm here, some pointers as to where to look to make the most of information and leads to be found here would be very welcome please? Thanks.
    Posted by Jim Matthews (HARE) on

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    Certainly a tea party!

    Takes all sorts, as they say Jim (and I'm still bullying him something rotten to evolve the Mad March HARE thing folks, genius as it was to counter all those LION - Linked In Open Networker - what shall we call them Jim...erm...jam tarts? ;-).

    Clocked you coming into the LI Group too Jim, and welcome here, there, and everywhere. And, to get back to business, let me just explore in the inbox on there, which of the now FOUR fabulous books YOU might fancy....
    Posted by Neil Warren on

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    Still Here...

    Neil, long time since we last spoke but good to speak to you earlier online. Still recruiting sales graduates into the top sales companies in UK and training the best of the best sales potential across the UK.

    I will certainly take a eSelling book looks fantastic, I will order one now.

    Here is my page on Modern Selling http://www.modernselling.com/employment/current-vacancies/graduate-opportunities-to-become-future-sales-leaders-in-UK-Pareto-Law-Paul-Drew-20113990.aspx
    Posted by Paul Drew Online Marketing Manager on

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    Pareto Law...too busy!?

    Ah good - there you are Paul. Having mastered this login with LinkedIn gizmo, could you also jolly your page along with some useful insight or another, AND I think you're needed with these video chaps in the LI Group...

    http://www.linkedin.com/groups/Put-your-own-Video-Profile-1328087.S.63370139

    ...if only to advise whether you think that recruitment tool has legs - let alone training all the sales staff and graduate entrants to get their profiles knocked into shape. Busy, busy , busy....

    And if you're buying yourself "eselling" (good move), may I furnish you with another for your reading list - ping me in LinkedIn and I'll show you the choices.

    Best - Neil
    Posted by Neil Warren on

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    Reading list

    You could also always add your reading list to your LinkedIn profile simply go to the top menu, across to more, and it is cunningly hidden under Reading List by Amazon :)

    Best wishes,

    James

    The Linked In Man
    Posted by James Potter on

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    Pareto Law... too busy!?

    Neil as always we are too busy at Pareto got so much on. Ordered the book so hopefully it will be here today so I can read it over the next week.

    Interesting post on LinkedIn regarding the video on your LinkedIn profile. Certainly something our sales candidates could really utilise. As we know sales people always like to self promote alongside promoting of their business.

    I will certainly look into this as I am sure it has some legs. I am still amazed at lack of complete LinkedIn profiles these days
    Posted by Paul Drew Online Marketing Manager on

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    Hello Neil - Interesting Stuff..!

    Hi Neil

    I have been following your group with increasing interest for a while now.

    From the perspective of someone who is not employed as a direct sales professional, but whose livelihood depends on getting to know people for a living - This is invaluable reading.

    My background is logistics with a customer service emphasis and this is all relevant as far as I can see.

    So again "Hello" from the other side of the fence and if I can contribute rather than simply consume, then I promise I won't be a stranger.
    Posted by Paul Robertson on

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    Got a book that's right up your supply chain Paul! ;-)

    I'm not going to spoil the tease for the rest, but hello, welcome indeed, and - if you haven't read it already - one of my now four recommended titles indeed examples some mind-boggling "connect & collaborate" supply chains and logistics operations - the wonder of which we would never even have grasped, ten or more years ago.

    I can see with a quick glance through your LinkedIn link that you're in the Modern Selling LI Group already too - so let me reveal all with the secret handshake (inmail / inbox) on there - and we can keep on building our own very well-informed tribe.

    And thanks again for being so "brave" - many rewards beyond this book await.

    Best - Neil
    Posted by Neil Warren on

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    Hi Neil - Thanks for sharing your knowledge and experiences

    Neil, was a pleasure talking with you earlier. As discussed would love to take a sneaky peak at the book if you could send it to me, that would be much appreciated. :-)

    I'd like to think that I can contribute some helpful hints and tips along the way in effectively using the web in todays modern selling techniques and specifically "lead generation".

    It's an exciting time for sales professionals and savvy marketers alike in unlocking the potential of social media networks and their own websites and using them as effective, powerful sales tools. I'm excited and cant wait to see how modern selling develops over the next few years. :-)

    Best Regards,
    Andrew
    Posted by Andrew Wise on

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    Ah yes - "savvy marketers"...

    ...an equally rare bird as an "eseller" Andrew, I think you'll find!

    Never mind - one book coming right up - and delighted to be joining in the hunt with you.

    (And worth noting for the good folks at home that our "multi-media" connection this time was...

    LinkedIn Discussion (I prodded you - plus you mentioned that you'd seen the odd little item from me here and there)

    Telephone (I got your address as part of our 90-minute "quick catch up" - sorry about that! ;-)

    "Blog" discussion and engagement - (here)
    Posted by Neil Warren on

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    The Rational Optimist

    Hi Neil, my copy arrived today, thank you!

    It's very much appreciated and I shall make time to read it over the next few weeks.
    Posted by Jim Matthews (HARE) on

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    Hi Neil,

    Thanks for the advice on my LinkedIn profile, really appreciated....
    Posted by Michael Beale on

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    Tip of the iceberg Michael...

    ...and your LinkedIn inbox will reveal the choice of books.

    (Pleased yours arrived safe and sound too Jim).
    Posted by Neil Warren on

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    Cross-thread spelling infection?

    ...of course, I meant 'too'.
    Posted by Neil Fletcher on

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    Hi Neil

    Free book, yes please :O)
    Posted by Paul Stewart on

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    One copy of "eselling" coming right up!

    Better just tell the world that we sorted this one on the phone Paul, so that...

    "Integrated and aligned online and offline sales & marketing"

    ...starts to sound a bit less like business-school jargon-speak! But I'll come and get your address on LinkedIn, and that'll also be my pleasure.
    Posted by Neil Warren on

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    Sounds intersting....

    Good to look at ways that "move with the times" in relation to the ever changing face of sales. Would be good to read more

    Patrick
    Posted by Patrick Gray on

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    Not to mention "keeping sales people on the move"...

    ...having had a quick click or two through your profile Patrick, to end up here...

    https://www.egencia.co.uk/public/uk/en/

    Fabulous stuff - so I'll also check on LI with you whether you want the Kindle version of "eselling", which I see is now available - watch your LI inbox / email prompt again...
    Posted by Neil Warren on

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    Viva the e-selling revolution!!

    Hi Neil,

    Great to catch up with you earlier - loving the new site and especially the Linked In connectivity - worked like a dream, even for a technophobe like me!

    Anyway, I totally agree that Linked In and indeed, other forms of social/professional networking is very much the smarter way forward for excuse the pun; modern selling.

    Whilst others continue to hammer the phones with bemusement and discontent and no doubt burning a whole lot of leads in the process, our philosophy to targeted and demonstrable sales and leadership training is underpinned by our unique, holistic methodology which aligns an organisation?s ?As Is? sales organisation with four principle components; the business, people, processes and underlying technology which you've guessed it, increasingly focusses on Linked In and the like as a smarter way to lead generate, qualify prospects and engage in dialogue through groups about the compelling issues of the day that inevitably impacts us all professional sellers.

    Not that I'm against cold calling, however some would argue it's had it's day and therefore, I?m 100% behind the new face of selling which in my opinion helps sales organisations to translate their business strategies into commercial success far more effectively that calling a list of telephone numbers. I?d be grateful of any thoughts or feedback, however you may also like to click on the following link for more info http://www.optimality.co.uk/solutions/sales-optimisation/

    In the meantime, thanks for the kind promise of the book Neil and speak again soon.

    My best,

    Arron

    Posted by Arron Taylor on

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    I'll bet the Sean McPheat Google Alert spots this!

    We're building the tribe back and forth between here and LinkedIn Arron, so author Sean popped up here...

    http://www.modernselling.com/news-and-events/webinar-corner/sellers-tale-eselling-book-workshop-webinar-discussion-tips-series-20114025.aspx#441

    ...(copy/paste to include the #), and here...

    http://www.linkedin.com/groups/INBOXQ-useful-free-automatic-tool-1328087.S.67013649

    ...and we can expect to see a lot more of that kind of "getting to know you" stuff, right across the sales profession and with all our different customers and prospects, before people habitually reach for the phone or arrange a sales meeting. (Just mentioned you and that on here, too Arron...

    http://www.linkedin.com/groups/Is-true-modern-sales-pitch-1328087.S.66261913

    Lovely to see you back in play in your very smart reincarnation though, and one copy of eselling (registered trade mark) coming right up!

    (And apologies to you and everyone for the lack of an edit facility on here, plus those dodgy code/site induced ?-type punctuation errors. It's all on my to do list, but nothing is for free, is it! ;-(
    Posted by Neil Warren on

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    Personal Projection...

    Thanks Neil Would love a book on eselling as whilst we do this a lot we can always learn more about this growing area. Looking forward to our teaser campaign on pocket projectors and a prize to win a pico projector
    Posted by Oliver Webster on

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    A few thousand words make pictures even clearer...

    Nice one Oliver. So, as we were discussing on the phone, what I'll do now is to ping you a direct message on LinkedIn (people can do if directly connected or in the same Group), confirm delivery address etc., and away we go.

    And these various bells and whistles to improve contacts and communication online, like facilitating direct messaging on our main site here, editing and rich media (e.g. video) inclusion in replies like this, or even just keeping people on the same page they login from (yes, very annoying, I hear you folks), are all on my to-do list, as the whole exciting roller-coaster ride progresses.

    Just working on our lastest webinar too...

    http://www.modernselling.com/news-and-events/webinar-corner/bean-counters-tale-workshop-webinar-discussion-tips-series-jeremy-spiller-alan-timothy-20114033.aspx

    ...if anyone fancies a taste of different online communications (and webinars and things like GoToMeetings are a recommended part of "eselling")
    Posted by Neil Warren on

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    It's fast and furious in the ready money round!

    It's fast and furious in the eselling® world too!

    (I used to love Catchphrase with Roy Walker! - I digress)

    Anyhow, for those who are interested there is a brand new, shiny online training about eselling® at http://www.e-selling.com

    It's free and it's about 45 minutes long.

    Thanks for your continued support and for spreading the eselling® lurv! Our feet here at MTD have not touched the ground since we launched in July.

    And if you want a quick giggle at my expense then take a look at what happened when David Brent took over my office for a day...

    http://www.salessummit2011.com

    Thanks again

    Sean
    Posted by Sean McPheat on

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    Nice to see you...to see you nice! (Sean)

    ...and your copy is on the way - Oliver
    Posted by Neil Warren on

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    Inside Matters - iSell

    Great to connect Neil...love what you're doing here.

    When I got into sales 28 years ago things were very different.

    There is something that remains constant though...what's that I hear you ask?

    What goes on inside a person's head has the biggest impact on whether they are going to be successful in sales or not!

    My new book 'iSell' is all about what goes on inside and how to fix the stuff that gets in the way.

    Would love you guys to check it out and let me know your thoughts...

    http://www.amazon.co.uk/ISell-Unlock-Winning-Sales-Mindset/dp/1907722661/ref=sr_1_1?s=books&ie=UTF8&qid=1318330463&sr=1-1

    You can also check out my website for my take on sales:

    http://www.sales-consultancy.com/your_sales_challenges/your_sales_challenges

    Really looking forward to getting to know you guys.

    All the best.

    Leigh
    Posted by Leigh Ashton on

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    Ebook: Will Modern Selling go Modern Publishing?

    Thanks for the eselling book Neil which arrived from Amazon by post.

    Sadly it went to the wrong address initially but i eventually got my hands on it then i suddenly wondered, with my new addiction to ebook readers, if it were possible to get this eselling book as an ebook instead of hard copy - kind of makes more sense having it in this format nowadays especially when trying to promote Modern Selling methods and e-methods generally.

    Just a thought - as id love to have it on the ebook so i can read it anywhere so i can work out how we improve our e-selling on our range of pocket projectors.
    Posted by Oliver Webster on

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    "eselling" meets "The Challenger Sale"

    I mentioning this in public for a whole host of reasons, that should be becoming clearer to all concerned.

    The detail is that I offered (on the phone) to send you Sean, my preview copy of The Challenger Sale...

    http://www.amazon.co.uk/Challenger-Sale-Control-Customer-Conversation/dp/1591844355/

    And although I'm getting to the end, I think I'm going to need it - a lot - to refer back to and quote from, like I do "eselling", in fact. So I've bitten the bullet, and it's my pleasure to have ordered that for you from Amazon there. Normal 2-3 days, which I guess anyway is the recovery time you'll need from your gig yesterday...

    http://www.modernselling.com/news-and-events/business-conferences-exhibitions-events/get-out-of-the-office-attend-sean-mcpheat-sales-summit-2011-questions-answers-20114039.aspx

    ...(and how did that go?).

    Any which way, my thinking is that we're all going to find these short-hand descriptions and labels VERY useful in the years ahead, like SPIN was to the whole Relationship and Consultative Selling movement. (E.g. I had a sales trainer say to me the other day "It depends what you mean by eselling" - and where he was possibly thinking of B2C and ecommerce).

    I'm not suggesting that any and all of this is a permanent / eternal 100% fix and the only way that anyone will ever sell or manage sales people ever again, but it certainly looks and feels like the right road to me - not least because it's what I am and do.

    So other points of view are equally vital, and lest we stray too far from the "Philosophy & Theory of Connect & Collaborate", whence I started this discussion, anyone's feedback on anything they've learned about what to think or not, and do or not, would be equally welcomed.

    Best regards to all - Neil
    Posted by Neil Warren on

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    Hello Neil good to be connected

    I'd love a free book-eselling please
    Posted by Lorraine Agnew on

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    Hello to all the group


    I've read a lot of sales books during my career and E selling this one is right up there along the best. I would love a copy of the The Challenger Sale book. please Neil

    As we have discussed before new approaches to selling require more than just sales people learning new technique. It requires the willingness at the top of the organisation to detox their minds! Old embedded beliefs drive behavior which stopping new technique across the business being full implanted include sales.


    Organisation can not be genuinely a communicate and collaborate organisation if, at the top the directors and senior manger implement a command and control style of management. Most organisation believe they are communicate and collaborate however, it usually only takes a few question to demonstrate they are command and control! A excellent example of a communicate and collaborate is GORE.

    Many CEO and directors view the primary customer as the shareholders and stock market. However there are many successful organisation who?s CEO have detoxed their minds from old embedded believe and truly enable their employes to communicate and collaborate with the correct customer those who purchase the products or services.

    Organisation that place the purchaser as the most important customer and stop trying to fit the customer into the organisation system (e.g call centers and many more types of systems which falsely organisation believe will drive down cost! ) but design the organisation around the customers needs will be the organization that prosper. Again there is numerous examples of this.

    Posted by Fiona Savage on

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    Very Interesting coversation

    Happy to be involved with this community. Send me a copy of e-selling.
    Posted by Noel Paton on

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    Wonderful to see that our profession is emerging as thought leaders

    As you are aware Neil from our interactions on LinkedIn and elsewhere eSelling was the cure for the unease I felt two years ago that our profession needed to change wrt Prospecting and "being where our customers are".

    The Challenger Sale appears to be the equivalent 21st century complementary element to that Prospecting dimension.

    I'd be delighted and grateful to receive a copy.

    BRGDS,
    PJ
    Posted by Paul Jolley on

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    You, me and us just Tweeted accordingly Paul!

    And The Challenger Sale is on the way, to compliment "eselling" you've already read - and are actioning - and all as per the best guidance I can currently offer, in my own (ever so 'umble) eBook, accessible here...

    http://www.modernselling.com/news-and-events/sales-editorial-comment/modern-selling-multi-media-pack-sales-direction-database-2012-eselling-challenger-sale-video-discussion-Neil-Warren-20124059.aspx

    We may not all be the sharpest pencil in the box, but we're trying to make a point here, at the very least! Reminds me of the other great "community" line I picked up last week...

    "We're none of us as smart as all of us are"
    Posted by Neil Warren on

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