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Praise Sandwich

As recently as April I blogged [http://salespodder.com/masterchef-feedback-tri-way/] on the vexing issue of how salespeople can deliver criticism. Whether it be Managers with their charges, or account managers to customers that, at a particular juncture, are not “always right”, it can be a process fraught with traps. I

James Bond Manned CRM

[https://salespodder.com/content/images/wordpress/2011/08/oil_platform.jpeg] Five years ago I helped a software house with a lovely little project. I was reminded of it the other day when a chap with half-a-dozen reps on the road talked to me about, in his description, “manned crm”

Catastrophic Success

[https://salespodder.com/content/images/wordpress/2011/08/saddamstatue-firdos-sq.jpg] Here’s a phrase I’ve heard a lot of this week on news bulletins. As Libya teeters on the verge of Gaddafi being toppled, what no-one wants is the kind of devastating chaos seen in post-Saddam Iraq. All onlookers

On Top Of The Cricket World

The Boss wants everyone to pull together as a team. The quota-busters at the coal-face prefer to plough their own furrow. In as much isolation as possible. Here’s the paradox. Every single sales function I’ve ever worked with has called itself a “team”. Yet as I write I

Challenge Meetings

Here’s an interesting selling stage that a specialised business broker uses. As part of their pre-engagement work with a business owner, they always seem to find that the prospective vendor has what they term an “aspirational value” higher than the true worth of their firm. [http://www.lowmanbrown.com/

Another Healthy Five A Day

I blogged a few years back on how the roaring success of the 5-a-day fruit and veg portions message gave rise to a more general wellbeing action quintet. And pondered how these could translate to winning sales [http://salespodder.com/healthy-5-a-day/] activity. Well, now the trick emerges once more, this

Movie Trailer Science

I didn’t realise until reading this recent piece in London’s Independent [http://www.independent.co.uk/arts-entertainment/films/features/the-science-of-the-trailer-2330110.html] broadsheet that making film trailers was a $200m dollar industry. It made me think about my early days of regular cinema attendance, largely only enabled by my

Get A Sense

[https://salespodder.com/content/images/wordpress/2011/08/tottenhamriot.jpg] My blood pressure boils just about every time I catch myself stupidly listening to BBC phone-in radio. In the aftermath of the weekend’s N London riots and looting, they even had a fella call in who’s first words,

Denise Lewis' Pain Threshold

[http://www.formans.co.uk/home.php] What a terrific day the Hackney Wick festival [www.hackneywickfestival.org.uk/] indeed was. A highly promising space in the locale of the stunning Olympic Park. Currently being transformed by a bohemian influence, with all manner of entertaining lesbian colonies, acid casualties and

Make Base Metal Sparkle

I do love my sport-selling insights. And I can hardly contain myself waiting for my once home town Edgbaston match. Will England topple India to climb to World Number One Test Cricket Team? For the first time… Much has been written about not only this incredible ascent, but can England