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CRM On Hold

Met a thoroughly engaging chap running the £109m salesteam at a major 30,000 industrial products supplier. They seemed to be doing well according to the numbers. Their crm though, has fallen in to disrepute. Their main database was Pivotal. They also had some data mining capability, including from Cognos.

The Trouble With Words

I re-read this ‘book’ by John Simmons after discovering it in an old box full of heavy tomes skimmed through during my final stint of academia. The far too many years that have since passed may have dulled the brain, for I never remembered this pamphlet. I certainly hope I

R2R; Salesrep To Salesrep

Following on a touch from yesterday’s [http://salespodder.com/be-wary-of-pre-qualification/] blog, we talked internally some more about the issue of overcoming the “no info” wall you can ridiculously encounter when trying to pre-qualify with hypocritical switchboard gatekeepers. Shock, horror, it seems my guys have even done it themselves to

Be Wary Of Pre-Qualification

The British Disease strikes again. When I maintain during conversations with anyone born beyond the shores of my homeland that if they can sell in the UK, then they can sell anywhere, this is one of those kinds of stories I recount to prove it. My cold call resource explained

Innovation Through Accretion

It’s a bug-bear of mine sure, yet I cannot abide both sales managers and prospects that fail to comprehend the true evolution (and thus value) of innovation. I read something recently that has given me two new toys. The first is to help explain to impatient sales managers why

You Get 3 Pops

The top rep at a client of mine has been on his patch for several years. I’m not sure exactly how long, but he talks of knowing customers for 17 years. As a reward for successful service, he’s just been given a new role. It’s what the

Avoid Trumpton Management

One of my clients is currently undergoing big change. Now, change is nothing new for any sales team, at least each year there’s always some kind of re-shuffle of things, but this one seems to be using a particularly large machete. The malaise was apparent in things like allowing

Shaking The Tree

Here’s an email I received this morning that held my attention. Adapting it could prove a useful and unobtrusive way of garnering interest from those suspects that you either know little about yet have their details, or those where contact has gone a touch quiet. The fella started off

Cold Call Like Adonis

I’m indebted to a friend of mine who passed me on a pdf. It’s a couple of pages with a blatant underlying message; anyone can quosh cold-calling phobia. It apparently comes from a self-help book aimed at turning shy geeks that crumble in front of a woman into

Cheeky Cold Voicemail

Here’s a nifty little line a fella called Tom passed on to me from one of my customers. He reckons that 7 to 8 out of 10 people he leaves voicemail messages for when prospecting call him back afterwards. To work for you, I think it’s best if