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Selling virtually is a little different than in person. It’s time to optimize your process for our new remote work environment.

By Dan Cohen, Partner and Director, Product Management and Gareth Griffiths, Growth Director, BCGDV

Always Be Closing: The “ABC” of sales. This golden rule is as relevant today as it was when David Mamet, (referencing his own Pulitzer-prize winning play), wrote the line into the 1992 movie Glengarry Glen Ross for Alec Baldwin to say.

In our new virtual home-working world, however, perhaps where sales activity is concerned we should now go by “ABZ”: Always Be Zooming. …

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You know what worries me? When people tell me they ‘believe’ something to be true. I’m even more worried when people tell me they ‘know’ something to be true. The problem with believing and knowing something is that the person has stopped looking for contrary or supporting evidence to challenge or validate what they know.

They know it, so why question it?

I am much more interested when someone tells me that they ‘reckon’ something. They don’t know for sure, but they have a hunch, or an intuition, or an educated guess. They reckon customers want an easy way to manage household bills in one place. They figure that £5 is the right price point for this app. …

Dan Cohen

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