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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

3 Tips Your New Product Selling Can Take From Successful Crowdfunding

I was intrigued to read co-founder experience from one of the myriad crowd-funding sites. James Beshara reckons there’s a trio of reasons projects secure the funds [http://www.theguardian.com/media-network/media-network-blog/2014/jun/17/crowdtilt-crowdfunding-campaigns-james-beshara] they seek. That, in his language, is when you “tilt”. Here’s his

Would A Chippie Trust a Brickie?

> “If you’re a carpenter and you want to hang a door you don’t ask a bricklayer how to do it” What a quote. I heard it from the mouth of a football world cup pundit. A Welshman who performed miracles keeping Crystal Palace in the English Premier

Keep Your Sale Perched Atop The Wall Of Fear

> Shares climb a ‘wall of fear’ – there’s never a green light to show you that everything’s fine So went the observation of a rolling news talking head that I caught other day. Cautioning as the global recovery was said to gather pace. This phrase was new to

Flag Up Your Memorability

[http://www.nzflag.com/] So I sat through a presentation depicting an international firm’s regional goals. Several countries were given a slide and a half each. Each was announced by a pic of their flag. Neat, you might think. Well, a little boring, I’d say. I was reminded

Which Moon Shines Through Your Funnel?

So Friday was a full moon. Nothing unusual there. Yet Friday the Thirteenth only sees a Full Moon rather rarely. Roughly every 14.3 years apparently. The last was October 2000 yet the next is way off in August 2049. So in June it is even rarer. 1919 saw the

Can You Better Starbucks' Upsell Rate?

[https://salespodder.com/content/images/wordpress/2014/06/starbucks-kenyan-upsell.jpg] I’m ashamed, yes. I had to venture into a Starbucks coffee shop the other day. After I ordered one of their standard, middle-sized drinks, the cheery server asked me; > “Would you like to try our new single origin