salespodder

What does their reception area approach reveal about a company? It’s amazing what you can see when they’ve a telly on the wall. Daytime tv was showing at a place I waited Monday morning. Made a strange change from rolling news. Some hyperactive, self-styled consumer champ was talking

The first Monday in Feb. Ew. So painful, that this year an estimated 350,000 extra Brits skive off work today. What does the worst day for absenteeism mean for selling? Many a wizened rep will know when Prospect Sickie Day falls. The day after the Board sign-off meeting. The

Metal is not my preferred musical genre. Yet there is something truly both menacing and freeing about Paranoid. So Black Sabbath play their final ever gig tonight. Back in their hometown after 50 years of rock. They are the Metal originators. Invented an entire Genre. In the late 60s they

I nearly entitled this post Hedonic Flipping. Love that phrase. I vividly remember an early sales training course in the darkness before the digital dawn. Way back then Consultative Selling was all the rage. During those essential “pain identification” discussions early on with prospects, we eager learners were advised to

It’s a salesteam meeting staple. Ask the room of assembled talent to sum up a specific concept in a snappy soundbite. Hope for the glint of a gem that all can deploy in the field. In this case, I was reminded of the 3-worder. Courtesy of the clickbait that

Initial pricing. Something that often sends salespeople into a spin. Pitch too high, and you think you’ll scare off the possible buyer and slay any eventual deal dead then and there. Pitch too low, and you’ll be tied to that number forever. Any nudge upwards a difficult and

The construction M&E contract world can be a dark place, full of shadows. Contractors on the biggest tickets are felt by some to value one attribute above all others when awarding subcontracts; BSE, Big Site Experience. This three letter acronym I’d only ever come across before as