Malcolm Duffield

Malcolm Duffield provides advanced high-level sales coaching, ‘basic sales training’ and sales training for pre-sales and post-sales engineering staff. In ways markedly different to the typical classroom lecture approach. Like the game of ‘Go’ – selling is strategically complex, nuanced and more dependent on intuition than process. Sales – process alone is no guarantee of success because customers are humans, are fiendishly complex, intuitive and need to be met on their terms. Humans need to interact rather than merely transact. They have many needs, wants and aspirations – not all clearly stated. Having a proposal that is a good fit to the stated need is a start. Having a price that’s in the ball park will also help – but what will invariably make the difference between success and failure will be our ability to understand, connect with and provide value to the customer as a person. Focused primarily on IT sales, where solution and value, but above all human connection through respect, integrity and empathy, have to be brought together to win high-value deals - it would appear that other 'capital acquisitions' benefit from a similar approach. I have 30 years experience in such sales, and know what works and what doesn't work.

Human or Yoghurt?

As someone approaching, or having arrived at, old age I am acutely aware of ‘shelf life’. I am now having a life on the shelf – where I have been since turning 60.   In Australia our journalists and commentariat often talk of our Prime Ministers ‘having the shelf life of Yoghurt’. Rudd  – Gillard – …

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More CABG thoughts

This may sound weird – and it has been said, on more than one occasion that I am weird, but I would strongly recommend that you read Wikipedia on the subject of CABG. And whilst you’re at it read around the subject by following the many links that explain some of the more technical terminology …

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