salespodder

salespodder

http://salespodder.com

Won Sales Analysis

For over ten years, I’ve made a living (sometimes in full, other times partly) from capturing and sharing across sales teams deals that they win. My specific slant was always twofold; collect and codify any genuine best-practice that should be incorporated into any such similar deal, and pinpoint and

Boardman Bike Bites

Olympic gold medal champion Chris Boardman passes on long-distance cycling tips to a beginner [http://www.telegraph.co.uk/travel/activityandadventure/the-lycra-files/7740030/Chris-Boardmans-ten-tips-for-completing-the-Etape-du-Tour-The-Lycra-Files.html] in The Telegraph. A pair of points fascinated me about these. The first was how adaptable and relevant many of the headline hints are to

Sales Kitchen-Sinking

How long should a salesperson stay in a role? It’s an issue which can vex the best of us. I remember blogging [http://salespodder.com/optimum-length-of-tenure/] about this very thing over three years ago. Whether sales rep, manager or overall boss, one commonplace argument is that three years is

Determination Trumps All

I came across this fascinating statement from the website of a chap [www.paulgraham.com] that in part funds businesses: > “Two startups want to hire me. Which should I choose? The one with the most determined and smartest founders (in that order) is the more likely to succeed.” Yes!

Dream, Believe, Work Hard

What on earth was I doing when I was sixteen? Incredibly an Aussie 16-yr old has just circumnavigated the globe in her shiny pink boat. I certainly felt a twinge of age when I heard about this! There was no hesitation to dwell upon thinking up a marvel of inspiring

Optimum Presentation Slot

I enjoyed an interesting discussion over a sushi lunch about when an upcoming presentation should be appointed. Everyone involved realised that two times to steadfastly avoid were the fabled graveyard shift and early bird slot. Why is it that any attendee will be at such a low ebb immediately after

Gathering and Processing

In downtime I recently watched the ever-entertaining super-survivor Ray Mears [http://www.raymears.com/]. In Wild Foods, he fed himself the way our Mesolithic ancestors ate. He was particularly keen to try an usual fruit [http://en.wikipedia.org/wiki/Sea-buckthorn] juice, where it’s prickly bush and delicate berry

Find That One Game Changer

Oh wonder of wonders, England are menacing the rest of the pack at a global cricket tournament. As we blasted to the latest Twenty20 final, the best commentator around, Nasser Hussain [www.cricinfo.com/england/content/player/14325.html], revealed yet another mindset attributed to 70s/80s uber-skipper Mike Brearley

Process Must Be Clear

It is indisputable that the largest determinant of sales success is the creation and following of a repeatable successful sales process. Indeed, nothing separates the flush quota-busting rep from their sleepless under-performing colleagues more than the adherence to their finely honed sales process. Frequent surveys suggest that it almost doesn’

Briefing Notes

The British press are all over new PM David Cameron and the honeymoon period has already thrown up features on ‘Cam the Man’. I caught his biographer Francis Elliott explain how he works, with my ears pricking up with specific interest around briefing notes. Apparently, he is adamant about how