salespodder

salespodder

http://salespodder.com

Brainsteering

[https://www.mckinseyquarterly.com/Seven_steps_to_better_brainstorming_2767] Salespeople don’t often get to brainstorm. Marketing like to think they have the monopoly on being creative, right? Whenever those in sales sit in a room for a couple of hours to come up with ideas, it is usually

Value Demand vs Failure Demand

Familiar with systems thinking? What’s the worse waste of a salesperson’s time? There are traditionally two sources of extreme wastefulness: Coming second on a deal. Post-sale customer service fire-fighting. They’ve been stand-out traumas for aeons. Nowadays a third nudges these. Latter-day technological capability has seen compiling irrelevant

Revealing Proust Questions

When sitting next to a salesperson when they meet their prospect, I’ve long since realised the value of keeping stumm. One rare exception to this policy is when you sense they’ve run off course. Specifically, when you hear a list of endless, machine gun fire, ‘situation’ questions. They’

Chocolat Box

No, that’s not a typo in this post’s title. I refer to high-end retailer Hotel Chocolat. I caught their co-founder on rolling news talking up trading conditions. No bumping along the bottom for him, he excitedly pitched his new stores, diversification and that graveyard for English shops, America.

Net Promoter Happiness

The net promoter [http://en.wikipedia.org/wiki/Net_Promoter] score idea’s been around since the mid-Naughties. It’s simplicity is lovely of course. Ask your clients if they’d recommend you to a friend and if more give you above eight out of ten than mark six or

Dumbwaiter Pitch

After blogging recently [https://salespodder.com/do-their-bad-way-better/] on an idea gleaned from the “reconceiving capitalism” musings of Umair Haque, I came across another source of inspiration from him. He seeks to banish the Elevator Pitch in favour of a sole, singular word. You have to snigger at his choice of

Cavity Wall Grants

There I was, minding my own business in a quiet English suburb when the house I was visiting had a knock on the door. I heard a voice with a West African flavour introduce himself. > “Hello, I’m Lewis. I’m here to help you with your cavity wall

Raising The Deal Breaker

A pal of mine was renovating his house. I happened to pop ’round when he was trying to find a mini-skip. A quick websearch found several local suppliers. Three quotes later, one duly earned a call back to order. [http://www.selectaskip.co.uk/skip-hire] He spent a long time

Impulse Psychology

[http://www.bitterwallet.com] Here’s a post from a couple of years back by a consumer champion site who’s cheek I quietly enjoy from time to time. Their aim was to stop you from making that disastrous impulse buy. Thesefive pointers [http://www.bitterwallet.com/tips-to-curb-your-impulse-spending/15573] are

The Chimp Test

Here’s a half-hour item to put on your next internal sales meeting agenda if you get to set suchlike. A moment of levity that can make an important point. Have you an issue that can be given this treatment [http://www.ted.com/talks/hans_rosling_shows_the_best_