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Dating In The Dark

[https://salespodder.com/content/images/wordpress/2012/01/20120124-124208.jpg] How is it the Dutch and English come up with all the world’s reality tv shows? I watched yet another the other night. Dating In The Dark has three girls and three boys that only meet each other in

Key Security Indicators

I came across Key Security Indicators (KSIs) from a former client of mine’s training workshops. They sought to develop customer retention policies, during the Winter of 2005. The idea was to identify potential areas of risk in their customer relationships. Could you pinpoint their strength, and then the degree

New Year New Sales Plan

‘Tis now about the time you get to go through that fun-filled activity as a rep of telling your boss what you’ll do over the coming year, and how you’ll do it. I recently came across a firm with a fine bit of tech kit. It’s in

CES Vegas Poor Pitch Brits

So the Las Vegas global gadget-fest that kicks off the year is always good to fill the airwaves in a slow-news week. The Consumer Electronics Show may not feature all the big boys, but wannabes and wonders abound nonetheless. Smart tellies, some that wouldn’t fit through my front door,

Pres Slide Newspaper Front Page

[https://salespodder.com/content/images/wordpress/2013/01/indy-front-page-11-01-13.jpg] It’s not often you see a cool idea for a presentation slide on the front page of a British broadsheet. This week, the Independent ‘exposed’ rape conviction stats. Taken straight from the infographer’s handbook, hey. Why persist with

Threes and Thirds

Isn’t it funny how similar ideas come to you from different angles so often around the same time? Recently I was pondering the merits of available profiling intel with a new business team. Typical deals for them average out at a quarter of a million “SOV” (sales order value)

Cook The Lame Duck

I had an email chat the other day with a recently promoted, and highly promising, sales manager. They as a team are going through a typical re-alignment. From open season to focused verticals in their case. I’ve seen this plenty of times. Reps are loathed give up on prospects

Banish Flickwords

A flickwort, (plural, flickworten, the ‘w’ is pronounced ‘v’ of course) is a German concept. I came across it courtesy of language junkie [http://www.bbc.co.uk/programmes/b015h1xb] Stephen Fry. The literal translation is “flick words”. It refers to all those unnecessary words you throw in to your

One Significant Figure

I was reminded the other day about my attitude to financial deal size. In their baby steps most cubreps I guess could easily get distracted by the “whale of a deal” on their forecast. It’s an affliction that can strangle many a more experienced salesperson too. I remember when

Rip Up Next Year

Here’s something I picked up the other day. Involved chiefly in account management, a chap I know in the knowledge industries is tasked with both keeping revenue streams alive with specific clients, as well as growing them. He feels that intimacy is his greatest competitor lock-out. So, before each