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Price List Widows and Orphans

I often bang on with friends and business buddies about how bad most retail ‘selling’ is. So not long ago, I was challenged to apply some of my b2b wisdom in the land of food retailing. Specifically, for an eaterie. I set about the task in my own spare time

Which Three Words Do You Seek

What a good World Cup. Away from the most watchable of footie, PR opps abound. One such chance was duly grabbed by Cambridge University Press. They analysed the Anglosphere for musings on each team and came up with the top three words [http://www.bbc.co.uk/sport/0/football/

Are You Ready For Episelling?

I came across the field of epigenetics. My initial discovery came courtesy of a pop-science author whose huge seller 13 things that don’t make sense I read way back in 2010. Michael Brooks’ latest tome is The Edge of Uncertainty: 11 Discoveries Taking Science by Surprise. We seem to

3 Key Sales Tips From How Yorkshire Won Grand Depart Yellow Jersey

Supposedly the world’s largest annual sport event, competition is fierce for the rights to hold the start of the Tour de France. This year Le Grand Depart took place in Yorkshire. By all accounts it was a runaway success. The Tour officials themselves saying that the bar has been

What Your New Product Push Can Take From Brand Lessons On Instagram

I am really liking using Instagram. Although approximately zero of my potential customers are onboard, I am quite happy to post to it. That is because for me, it truly allows people to see how I think. And as I know that how I think can be viewed as rather

How Your Selling Can Match Jimmy Connors’ Tennis Court Zones To Volley Home

Just because there’s a thrilling World Cup on doesn’t mean all my ‘sport & selling’ posts have to be about the beautiful game. The undisputed tennis commentator crown surely belongs to McEnroe. Yet from nowhere at this year’s Wimbledon there appears Connors. One nugget I caught from him

The Two Words That Get A Senior Exec Cold Email Response Of 1 in 9

I was presented with a prospecting puzzle. A small target market of C-Suite names. Yet each and every one a total stranger. How could you quickly identify the most keen and eager winning prospects from the general populace? The obvious answer is to send an initial email. These would of

Steve Schiffman Cold Calling Techniques That Really Work

Rarely can a book title be so inappropriate. “Over one million copies sold” this 20 year anniversary edition shouted from its cover. Incredible. There’s just one good chapter (#2). The rest is plain old school loserville. Why have we let these people get away with this kind of misdirection

Never Alter Stats Like Bank Salespeople At Barclays

Mainstream media is awash this week with the suing of Barclays Bank over their ‘dark pool’ fraud. Yet again one of the planet’s largest financial institutions is witheringly exposed. New York attorney general Eric Schneiderman has been across the airwaves alerting the wider world to “a flagrant pattern of

How To See Sales Soar Like A High-End Retailer

[https://salespodder.com/content/images/wordpress/2013/06/San-Fran-from-my-plane-seat.jpg] One glorious afternoon in San Francisco, I realised I needed a pair of sunglasses. A lover of shades himself, the chief exec of my client took me to a boutique mall in the ‘burbs. It was quite an experience. My