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salespodder

http://salespodder.com

Slay Procrastination

Suffer from putting things off too often? I know I can. Especially when it comes to general admin and paperwork. Luckily, a Canadian Professor Steel has developed a formula to explain why we’d do this. I only came across this the other day [http://www.telegraph.co.uk/scienceandtechnology/

Link Selling Cobblers

The last time I had a pair of favourite shoes re-soled, it cost me almost as much as a brand new pair would have. Despite my lack of amusement at this, I remain determined to help save the planet in this regard, so went to a local S African chain

Cold Investment Pitch

A current live project sees me helping an organisation that have big ambitions in the world of everything “organic”. They’ve already achieved a great deal, including setting up entire ‘value chains’ (as they call them) from the smallest of farmer to enormous retailers. A significant eight-figure sum is now

Sales Year Resolutions

Driving along listening to the radio in sunny Cape Town Monday, I stumbled across a local fella [http://www.justinpresents.com] talking about why New Year Resolutions fail. I almost switched away within just a few seconds though. I’ve never been a fan of that all-too-American self-help evangelicism, and

Got An Economic Reason For That?

A friend of mine’s a finance cog in a well-oiled corporate megalith. He recounted a tale to me the other night over a couple of cheekies about how he’d managed to get significant spend signed-off for a pet project of his in the face of strict authority limits.

A: Sales, Alphabetically

The start of salespodder’s jargon-buster. Access All about getting hold of people. Usually referred to in the context of Key-Man Access; do you have it, how easy is it, who grants it to you? You need to establish Access routes and open up permanently available lines of communications with

B: Sales Buzzwords

Salespodder’s Jargon guide to all that is B: Bag-Carrying Where a junior salesrep works as an assistant to a senior one, carrying their bags. Bath If you have a ‘bath’ it means you’ve sold nothing that period.Bean Counter This is what most salesreps call those within our

C: Selling Colloquialisms

Call To Arms Another way of describing what the Close is all about. From Shakespeare’s Henry V. Campaign One of the many business terms that come from the military. The actions you undertake to try and win business from a specific potential customer. Canvassing Finding those buyers. Usually associated

D: Sales Dictionary Continues

Death Valley A period of no response in communication from a potential customer towards the end of a Campaign. Typically encountered after the final (maybe Board) presentations. Avoid like the plague. Decision Making Criteria The categories which the potential customer will use to decide what they will take. Decision Making

E: Sales Expressions

Earn The Right Call Normally immediately prior to trying to get hold of The Man, it’s where you have to pass the entrance exam to get in. Economic Buyer An increasingly old-fashioned term, the most relevant explanation means the person who really makes the decision. It used to refer