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Internal Incentive Goes Public

[https://salespodder.com/content/images/wordpress/2014/10/50pchallenge-sainsburys.jpg] An eagle-eyed passer-by. A UK supermarket chain caught out [http://www.independent.co.uk/news/uk/home-news/sainsburys-50p-challenge-poster-telling-staff-to-encourage-customers-to-spend-more-placed-in-shop-window-instead-of-staff-room-9764582.html] . Sainsbury’s Romford Road store, Stratford, east London. In case you’re small-screen constrained, the text promotes their; > Fifty pence

NewSell 1990 M Hewitt-Gleeson

[https://salespodder.com/content/images/wordpress/2014/09/newsell-book-cover.jpg] There’s a lot not to like about his quarter-century old text. The religious references, wallowing in cosmic mysticism, evoking the much derided lateral thinking sect and its flagstone success example being suspiciously more Marketing than Sales. Yet there is

How's Your Sales Rah-Rah Speech Delivered?

[https://salespodder.com/content/images/wordpress/2014/09/syed-day-after-ryder-cup-14-win.png] Europe did it again. Golf’s superb Ryder Cup was suitably retained. Americans vanquished, disintegrating into frustrated recrimination. In one for Sales Management, in the following day’s Times, Matthew Syed compiled an essay on the overdue influence given to

Reading Your Customer

Another glimpse into the world of retail selling came to me a while back. This time I happened to be at a test food tasting in the week before an eaterie opened its doors. Whilst I contentedly chomped my way through pretty much most parts of a cow, in between

Are You Setting The Question?

[https://salespodder.com/content/images/wordpress/2014/09/indyref-ballot-paper.jpg] My final selling reflection on the momentus #indyref. Yes, I did stay up through that night. Feeding my election night results programme addiction. The Scotland Referendum. What an absolute victory for democracy. During the small hours of 19 September there

What’s Your Calibrating Question?

Banksters, estate agents, used-car dealers. Now pollsters are added to the long list that charge the earth for losing you money. During the final weeks of the Scottish neverendum, they flooded the media with poll after poll. I heard one organisation claim they were done as freebies. Mainly to promote

Beating Status Quo

[https://salespodder.com/content/images/wordpress/2014/09/mandela-may-your-choices-reflect.jpg] Reflections on the Scot #indyref make you realise just how tricky reversion point reversal [http://salespodder.com/why-you-need-to-understand-reversion-point-reversal/] is for anyone selling ‘change’. Social media belonged overwhelmingly to Yeswits. A trio of lines gained retweet-repost fuel throughout; > (the Mandela

Has Your Deal Got The Big Mo?

[https://salespodder.com/content/images/wordpress/2014/09/indyref-result-bbchq.jpg] So. The Scots decided. The Kingdom remains United. By 5 to 4. In the frenzied final fortnight, one poll during the penultimate weekend thrust the campaign into chaos. It was the only one ever to award ‘Yes’ a lead (the

3 Sales Office Ideas From Music Streamer Spotify

[http://www.theguardian.com/lifeandstyle/2014/sep/13/-sp-lets-stick-together-the-teams-behind-kylie-coronation-street-spotify-today-and-house-of-holland] In general scrolling downtime, I was glad to come across thisGuardian investigation [http://www.theguardian.com/lifeandstyle/2014/sep/13/-sp-lets-stick-together-the-teams-behind-kylie-coronation-street-spotify-today-and-house-of-holland] into how various cultural successes tick. Stockholm’s Spotify story revealed a trio of takeaways for as

Why 3 in 4 New Products Fail

[http://blogs.hbr.org/2014/09/the-silent-killer-of-new-products-lazy-pricing/] Surveys may vary. Some have found as many as nine out of ten new products fail. This current one from a “pricing consulting giant” revels in the headline 72 percent of all new products flop [http://www.simon-kucher.com/en-gb/news/72-percent-all-new-products-flop]. What