salespodder

salespodder

http://salespodder.com

Your 'Customer Journey' Sales Funnel

I’ve just done some work helping a salesteam identify what we probably all know as “low hanging fruit”. They’re selling a new product and, as is always the case you save time and heartache with a little planning that finds several people willing to be among the first

€2¾bn Sustainability Sell

[http://sustainability.oce.com] Disclaimer: I’ve got quite a bit of time for this outfit, having got to know how many of its talented salespeople operate in the latter half of the last decade. Working recently on a completely unrelated project, I came across their sustainability ambitions. And tremendous

Father's Bok Advice

Naas Botha. Hailed as one of the all-time great rugby fly-halves. Even left his native S Africa for a stint kicking for the Dallas Cowboys in their ridiculous national pastime. The first game he ever saw live was one he played in, against L.A. In a syruppy conversation show,

Sticktoitiveness

Donald Trump. Hardly the person budding entrepreneurs should be modelling themselves on. Still, he somehow commanded airtime on Skynews with Adam Boulton the other day. He was asked what it took to be successful in running your own business. Two main elements struck him. Neither are earth-shattering insight, true, yet

Zuckerberg Mission

Plenty of soundbite-sized clips were all over the telly and web these past few days of the Facebook founder’s first public utterings [http://techcrunch.com/2012/09/11/zuckerberg-wrote-all-2179-words-of-facebooks-s-1-founder-letter-on-his-phone/] since the IPO. I was struck by how many times he stated what he considered to be the Facebook mission;

Backstory

With the best ever, “happy and glorious” Olympics dutifully provided by London, this Monday saw the triumphant parade of the home athletes. Mention was often made by the covering commentators of ‘backstory’. Especially when lauding the paralympians. I first came across the concept of backstories when as a kid I

Spam-vassing

Like canvassing, but via spam. Another in my occasional series by highlighting rubbish that finds its way past my inbox filters. > Hello [my first name] I hope all is well at [my company name]. Here’s the follow up link to that email I sent you a week or

Chunking

You go to someone you truly feel will have their lives changed by your wares. You pitch the big picture. You’re really pumped up. But rather than inpsire, you daunt the prospect. The big picture is scary, too big, less a mere picture more a sky-filling tapestry. Consequently, they

Creating Breakthrough Products

Here’s an interesting textbook from 2002 aimed at those tasked with coming up with new product ideas. The authors are professor of mechanical engineering and industrial design no less. Their main thrust was that, to use their marketing-speak, i) form and function must fulfil fantasy, and ii) you must

Brevity Enmity

I was delighting in the culture of a company I was working with recently. When it comes to email, they approach it like text messaging. Particularly in the early stages of the project, I received no mails longer than a single sentence. I naturally applauded such concise dealings. They never