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Could Your Gatekeeper Metamorphose?

[https://salespodder.com/content/images/wordpress/2014/08/breakaway-gatekeeper1.jpg] The other afternoon I was waiting in a reception. As is the modern way, there was a telly on the wall. Rather than rolling news, this one was showing daytime tv. Of the quiz show variety. In the picture above,

When It's Never Quite Plug & Play

Pretty much every solution-style product I’ve ever sold has required a little bit ‘extra’ from the client to make it truly sing a dance. Whether it be the obvious added cash for implementation or maintenance services or the time and resource committed from their side, to fly as advertised

Is Your Deal Glue Tempo Or Rhythm?

Rory McIlroy. He wins from the front. He wins coming from behind. He wins. What a terrific final golf major of the year he just won. Six-time major winner Nick Faldo is famous for saying “Tempo is the glue that holds a good swing together”. When Rory was being hunted

Are You Benefitting From Your Industry's Tent-Pole Product

Tent-poles are an interesting Sales construct. Most people are familiar with the concept of a Hero Product. Usually a best-seller (whether today or tomorrow) it is also one that really does epitomise what you are about. Brand Management textbooks love talking about their reflected glow. The term didn’t exist

What To Do With An Interviewee That Pressures

“Turn them down.” Not something any sales leadership desperate for more sellers wants to hear. Good salespeople are pushy, right? Well. up to a point… So the other night I enjoyed a couple of cheeky beers with a pal fresh from interviewing a string of salespeople. He had empty seats

Where's Your Prospect Happiness Sourced?

Sometimes you just have to read a tabloid for downtime. I came across an article [http://www.express.co.uk/life-style/life/487824/The-seven-secrets-of-happiness] based on a book self-helpingly entitled Stitch Your Own Silver Linings. Certainly not my normal reading matter of choice. The aspect that did interest me though,

Lies, Damned Lies & Pies

[https://salespodder.com/content/images/wordpress/2014/02/80-20-pies.jpg] Pie charts. A victim of their own success. In true contemporary infographic innovation, I’ve found people respond very well to pie evolution. Above are six ‘pies’. The traditional is top-left. Each one depicts the same data. An 80-20 split.

Pitch Lessons From Wannabe Sweet Treat Magnates

[https://salespodder.com/content/images/wordpress/2014/07/cookstomarket-treats.jpg] Fancy a sneaky sweet treat? Here are a pair of homebakers hoping to grab a shot at the bigtime. For twenty episodes, Cooks To Market moved two new food items out their creator’s kitchen for the first time. They

Predictable Revenue 2011 Aaron Ross Marylou Tyler

[www.predictablerevenue.com/] This is the story of how crm vendor salesforce.com developed their internal sales function. As the subtitle explains; Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com. Whilst I was so glad to read this book, I felt a

Do You Use A Flip Chart Like TV Oxford Professor?

[/content/images/wordpress/2014/07/Lewis-Generation-of-Vipers-Prof-Miranda-Thornton-400x280.jpg] Lewis [http://en.wikipedia.org/wiki/Lewis_(TV_series)]. How lucky we were that Morse changed the telly detective game. So in a sofagrab of downtime I watched the episode Generation of Vipers. The ‘lonely feminist lecturer’ pictured above was its first murder