death-of-the-highstreet

The death of the High St according to Mountfords

We hear a lot at the moment about the death of the high street, but it’s not all doom and gloom: my local hardware store (in a rundown part of town) is thriving, in fact, for me, a trip into town isn’t complete without popping into Mountfords. It’s not the wide range of products stocked […]

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Real vs. informal influence

In a sales process it is normal to assume that the company structure determines the company decision-making. But, in reality, quite the reverse is true. Very often influence is practiced within organisations in very unusual and unexpected ways. The marketing department could be more influential than the sales department for example, or certain individuals could

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Slow Selling a Cumberland Sausage

Good butchers are a rare breed nowadays, but the best that I know of is situated in a small side street, in a small town in northern Cumbria. Famed for their homemade pies they also make a fantastic proper Cumberland sausage. Their product offering is outstanding, but they match this with their customer service, never

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How to sell more, with integrity

  Far too often, in order to sell more, Organisations resort to \’limited time offers\’ or \’special deals\’. As a customer, we\’ve seen it all before and we know that \’once in a lifetime offers\’ are usually both not quite what they seem, and come round every few weeks … we\’re deeply cynical, and for

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