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salespodder

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Don't Be Seen In Marketing's Bad Light

We are such quarrelsome siblings, Sales and Marketing. Those snooty marketeers think all we do is rack up lavishly unjust expense accounts, shoot the breeze aimlessly with random strangers and wait for all orders via email. Whereas we sellers cannot understand why our marketing chums spend all day on Facebook

Business Drivers & Technology Imbalance

Recently I asked a group of pre-sales engineers what the split was, for the reps that they accompany, between talking about the prospect’s business drivers and the technology involved on their calls. We even coloured-in our own little pie-chart on it. At best, the split was 50/50, mostly

Where Might Flattery Of Buyers Get You?

Naughtily flicking through the tabloids on a steamy Summer night, I just learned [http://www.dailymail.co.uk/news/article-2380547/Flattery--bargain-Compliment-seller-knock-price-research-shows.html] about the Endowment Effect. I was instantly hooked. Here’s some web definitions to help those also new to it. > The “endowment effect” explains [http://bigthink.com/

Happiness Is ... Buying From Me

[https://salespodder.com/content/images/wordpress/2013/07/image2.jpg] There are times when a man can wonder whether they catch too much rolling telly news. Before going out on Saturday, I witnessed the latest academic to propose a definitive ‘happiness formula’. Apparently; > Feeling Good = (Mx16 + Cx1 + Lx2) + (Tx5

Black Books

My recent involvement helping out with American sales interviews reminded me that many sales leaders like to play it safe when it comes to recruiting. And not without justification. I’m referring to taking on people with specific, related industry experience. This usually means snatching people from your competitors. I

Have You Gary Player's Focus?

Oh Westie! When will Lee Westwood win a major? Last Sunday he achingly fell away as American lefty Mickleson tore up the links to romp home. The Open golf champ is yet again from other shores. In the build up to the final round, I caught a ten minute video

Show Prospects Your SWOT Personality

[https://salespodder.com/content/images/wordpress/2013/07/image.jpg]Here’s my little-school rendering of a snake and ladder. Instead of using wax crayons, I smeared my fingerprint over a tablet screen. I was in the vicinity of an informal breaktime get together of a four-strong team working through

Orbit Your Birmingham For Sales Innovation

> “the majority of British patented inventions are developed within 35 miles of Birmingham” This fact, as stated by Paul Hartnack, chief exec of UK Patent Office, made me feel proud for the city of my upbringing. Apparently this is from the year 2000, where 2800 of the 4000 registrations

Chyron Your Slides Like TV News

When a plane crashes one of the instant thoughts that can fly through you, is ‘eish, that could have been me’. So it was recently when a plane struck where tarmac meets sea at an airport I’ve landed at many times myself, SFO. The story moved quickly. The miracle

How You Hoping To Sell Jack's Beanstalk?

Here’s someone with a take on how to persuade people to adopt something ‘new’. Brian Millar [http://www.fastcodesign.com/1669568/what-jack-and-the-beanstalk-can-teach-you-about-pitching-clients] uses the story of Jack and his Beanstalk, highlighting the role of the coins set against the magic beans. Too much newness puts off almost everyone. Think