salespodder

salespodder

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Art or Science?

It's a pop-psych question that can get to the core of how a salesteam will perform. One of those stunningly simple, yet deceptively revealing, quickfire This or That quizzings. Sales; art or science? When I myself began to adopt this style - with both prospects and colleagues alike

Less Video Calls

Ask yourself: Could this meeting be a zoom? Could this zoom be a phone call? Could this phone call be an email? Could this email be a text? Could this text be unsent? Could we in silence retreat to the forest? Could we, by game trails & forgotten paths, vanish

Restaurant Truisms & Our Selling

Giles Coren of north London, gloriously irreverent restaurant critic of The Times. Here's a trio of his recent observations about those who ply in his playground. With, I think, strangely apt pointers for how we solution sell. From Peking duck (served three ways) and dim sum extravaganza of

Marshmallow Primed

I saw a fascinating couple of minutes discussing the impact in later life on children from parents lying to them. Perhaps unsurprisingly, it's not good. It comes from strangely one of the most refreshing ideas out of rolling news telly for yonks. Get a trio of stand-up comics

Prebunking Malinformation

I came across this phrase very much of the modern landscape through a professor of evolutionary biology. Talking about his visit to the migrant trains running north from the infamous Darien gap. Destination, U S of A. It appears the vast numbers of Latin Americans fleeing dictators and the lesser

Preparing for War

"... grasp the big lesson of history: If you do not prepare for war you shall not have peace." A subeditor's preferred take on historian Niall Ferguson's view of the current warmongering climate around the world. The man himself first used this prose; One of

Horses, Courses & Jockeys

From those long ago first forays into sales management, among many facets, I quickly learned to impress upon sellers an order in which they ought, namely; sell yourself first, then the company, then the product. Whereas most seemed to get these the wrong way 'round. Pitching product upfront is

Video Calls Crack The Productivity Puzzle

I've had a few encounters with gatekeepers at the start of the year that when asking why I'm contacting their higher-ups - unlocking distinctive video sales calls - reply with a terse, 'we're all back in the office now thank you very much&

Poetry vs Prose

With so much of the Free World going to the polls this year, I was reminded of the old electioneering adage; campaign in poetry, govern in prose. This in part builds on the power of emotion. And the pitfall of how the solution seller can misplace importance instead on facts,

Forecast Flaws

It was in 1997 that William Sherden exposed [the forecasters'] trade in his book The Fortune Sellers: The Big Business of Buying and Selling Predictions. His conclusion can be summarised in four brief sentences. Private sector economists’ forecasts are no better than guesses. Government economists’ forecasts are often much