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salespodder

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Sheeps & Goats

No, that isn’t a typo. Just a bit of “Singlish” (Singapore English that adds the ‘s’ to ensure sheep gets a plural). This was a phrase that came up in conversation about whether sales people should concentrate only on new business or account management. This is a classic debate.

Use American Kick The Can Down The Road Folly To Your Advantage

There’s so much to admire about America. Yet they’ve made a habit during my lifetime of regularly undoing much of this good. The Second Amendment. The Global Policeman. The Health Approach. The Sporting Myopia. The We Will Do Whatever Ourselves Despite What Others Have Done Or Learned teenage

Cold Email Shows Why It's Better To Single Out One Benefit At A Time

So an unsolicited email breached my inbox defences this week. From a San Francisco seller at a startup “made in Sweden”. I appear neither in their target market nor have any use for their services. I was initially disturbed to find the subject line screamed; Get It Done! The inappropriateness

Your Lavender Scented Pitch Revamp

I did enjoy coming across the current BBC Worldwide series, Million Dollar Intern. They take an ailing business and let loose a young buck to revive it. A neat take on the ‘Troubleshooter’ theme. One show featured a small amount on selling. Retail sales of lavender infused fayre. You do

How Simple Is Your Qualification Test?

I do enjoy neologisms. That is, new words. How they are formed and what makes them stick holds a certain fascination for me. I often find myself on bids trying to conjure up new words. Sometimes they take the form of a portmanteau. Smash together existing words to make a

Pre-Sale to Sales

Here’s a question that can tend to get overlooked. For each salesperson, how many pre-sales helpers should there be? You know the kind of person. Normally a techie. Often with a word like ‘engineer’ on their business card. I’ve known places where it’s almost a 1:1

The Magic Touch To Ensure Your Message Gets Passed Around?

[http://danzarrella.com/] I’ve recently come across a self-styled ‘social media scientist’. Dan Zarrella [http://danzarrella.com/]seems particularly fascinated with how retweets are encouraged. He comes across to me as fairly deep in techville. His writing style is definitely that of a lab-dweller. I often found it tricky

Are These Really The Best 10 Sales Books You Must Read?

[/content/images/wordpress/2013/10/future-publishing-best-50-books-mag-cover.jpg] Well, no. But according to a glossy [http://www.amazon.com/Best-Business-Books-Future-Series/dp/B00EA7YYZG] I read, published this year, these are their ten must-reads for any aspiring superseller; 1. Secrets of closing the sale Zig Ziglar 2. The perfect pitch Jon Steel 3.

Change Agent's 5 Cs of Change

[https://salespodder.com/content/images/wordpress/2013/10/mpumi-the-change-agent.jpg] I heard a fascinating first-hand account of how an entire, mature and change-averse industry got to accept a change. You can’t help but like his t-shirt above (despite my blurry long-distance pic from the event [longtableproject.com]). An Eastern

Do Political Heavyweights Know The Best Keynote Timeslot?

Party conference season is a soporific month of rolling news for those not engaged in the UK political scene. It ended this week. The final act being the Prime Ministerial address at his party’s shindig. According to the major tabloid The Sun’s managing editor, Stig Abell, the delegates