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How Many Balls Do Dating Matches Suggest We Can't Juggle?

Here’s a pair of commonly heard questions around salesrooms about funnel management. > How many deals can you have on the go at any one time? How many people can you actively talk to inside a prospect account? Answers, typically, are along the lines of, ‘you can never have

Drama Door Sales Desk Space Lesson

A festive reminder to examine where you work. No, not necessarily at the firm, colleagues or politics. Look around. At your immediate desk space. What adorns your cubicle separaters, homeoffice walls, office dividers? Up top, here’s a door I saw this year in a school. It was in a

How Could Your Product's Google Knowledge Panel Look?

One for an internal workshop session, or to let your sales support resource go wild with perhaps. Since 2012 I believe, Google have offered up what they call a “knowledge panel”. Primarily for businesses or branded personae, someone types in your name and the panel duly appears [https://support.google.

Can Your Checkout Sell Snare One In Two

[https://salespodder.com/content/images/wordpress/2015/02/robertdyasGBP1tillsell.jpg] Anyone who’s ever bought reading matter at an English railway station WHSmith [www.whsmith.co.uk/] shop will know what I’m talking about. You’re at the till, and regardless of what you want to pay for, the

Public Goal Sharing Goes On

O-oh. So in a coffee shop I overheard a Sales interview. Telephone selling. Small basic. Cut on top, from 12-15 sales a week, roughly three to four hundred quid. A description of induction and trial period highlighted a short time where six weekly sales are expected. Then there was how

The Perils Of Sales Proposal Over-Engineering

I was recently moved by the Genovese bridge collapse [http://salespodder.com/your-maintenance-sell-upkeep/]. I note that there is a related, second project pincer that eats away at success. Over-engineering. Right through to build way more than required to enlarge both project and profit. It is this latter crime that strikes

You Couldn't Sell Water To A Thirsty Man

I’ve heard plenty of dismissive taunts in Boardrooms. “They couldn’t run a bath” being a particularly favoured put-down of a misfiring managerial subordinate. The slinging of such mud isn’t restricted to under-performing leaders. Bizarrely, salesteams seem to bear the brunt of executive ire. When it comes to

Even Lawyers Use Case Visualisation

2013 London thriller Closed Circuit. Barristers against each other and the secret services among a whirl of terrorism. Among the grandeur of English justice, the pic above is when the lead silk (on the left, sans wig) spots something I’m all over for the first time on the way

Why You Must Make Your Levelised Business Case

Levelised costs intrigue me. Spelt levelized in American, I first came across this term related to energy costings [https://evcricketenergy.wordpress.com/2012/12/01/levelised-cost-of-electricity-what-is-this/] (for where there’s even a wikipedia entry [https://en.wikipedia.org/wiki/Cost_of_electricity_by_source]). The concept acknowledges that you never

When Nobody Talks By Phone

[https://www.instagram.com/p/BoXKYugAL6W/] Weekend surfing I succumbed to the clickbait of It’s good to talk: Why the phone call needs to make a comeback [https://www.bbc.co.uk/bbcthree/article/ae27b784-1adb-4dc2-871e-c6842e4b66d0]. Triggered from the volume of phone calls dropping for the first ever time last