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salespodder

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Calculating Reduced Worth At The End Of The Day

Here’s an unpleasant retail experience from a surprisingly mild Autumnal day in central London. Heading back to my desk during the afternoon, I walked by a deli-patisserie that I often pass. Combining the knowledge that I’ve only ever been an occasional customer with my desire to stop giving

If At First You Don’t Succeed

As we canter worringly into a time when only instant solutions will do, I was pleasantly reminded of the power of persistence recently. Developers of hydrogen fuel cells (ITM Power) took 6 years and 25,000 attempts before cracking the problem of a safe and simple zero-emission car power solution.

What Happened?

In a taxi the other night, the cabbie remarked that supposedly being in Meltdown Week Two seemed at odds with all the partying going on in London after school. Pubs remained packed, restaurants still rammed. ‘What credit crunch?’ was his refrain. He’ll know soon enough, I’m sure. Which

You Refuse To Hear The Word

Credit crunch begets recession begets depression? Hopefully not, but to watch rolling tv news channels, confusion becomes annoyance that they revel in such gloom and see negative growth as guaranteed prime time entertainment. A client of mine was talking this morning about how absurd and wrong it was that people

Renewing Dampened Enthusiasm

We’ve all been there. You’ve a new idea that you’re convinced your bosses will love. A new product you know will change your customer’s life. Excitedly, you deliver an impassioned pitch. Their response? Yawns, at best. Demoralisation crushes your pride. There are countless examples of world-beating

+15% Credit Crunch Impact

Listening to BBC Radio 4 most mornings recently, they’ve an innovative approach to consistent programming. Eight o’clock, Business Editor Robert Peston talks you through constructing your own gallows. Quarter-past eight, a pair of luminaries recommend their take on which rope makes the sturdiest knot and how to tie

Giving Up On CRM Adoption?

I read my latest Selling Power [http://www.sellingpower.com] newsletter on crm last night. They mentioned a piece of PR they’d received from the boss of a crm vendor [http://www.itworld.com/tip/53695/top-5-ways-get-your-employees-use-crm-software] . It was satisfying that they disagreed with a third of what he

Post Neo-Classical Pitching

We appear to have bumbled into credit crunch followed by financial meltdown. The left-of-centre governments of Clinton and Blair over a decade ago, to little Opposition, led the encouragement of lenders to allow people to borrow mountainous sums, with little recourse to whether the interest payments could be maintained, let

By How Much Are Buyers Liars?

I think every salesperson goes through this rite of passage. You’re told that you are going to win a deal by the prospect. You proudly, maybe even smugly, pass on the good news to your boss, your peers, your support staff, your spouse, your pet. Then what? Jupiter mis-aligns

Fearlessness and Lack of Vanity

Here’s a quote I read whilst surfing in front of the telly waiting for the Champions League game to start. It’s from a woman that married a man 11-years her senior with an insufferable reputation for social ineptitude. And then had four children with him over the next