salespodder

salespodder

http://salespodder.com

High Street Haggling

Dom Littlewood [http://www.dominiclittlewood.com/]could have been yet another loafer along the never ending yellow brick road of reality tv self-help gurus. I fell across his current show when seeking visual chewing gum in ever-rarer downtime. Yet glad of that I certainly was. In this programme, he aimed

Stop Demoralising High Achievers

Was a little saddened this morning to learn of a terrific rep and all-round good-guy leaving one of my customers. After ten years in his present environment, the family man is moving elsewhere in the global group. The reason for his move should help sales management check their incentive approaches.

Don't Miss Out On Prospect Theory

A truly fascinating concept I’ve just been introduced to is critical to a rep’s success. Prospect Theory was uncovered in 1979 by two psychologists keen to explain economic decision making (Daniel Kahneman & Amos Tversky). Their findings were simply that people are less likely to do something that

Appealing to the 'Number Geek' Buyer

I know a girl that’s a self-confessed geek. She professes to be a maths genius and can do demon sudokus quicker than I can work out my body mass index. So it’s unsurprising she’d be interested in a Horizon show from the beeb on how numbers can

4 Premiership Change Stages

Typically big hooha about the Premier League’s investigation into a 39th round of footie matches to take place at international venues. The sooner we get a proper Euro League the better. Anyway… the Sundays welcomed such a debate so they could fill their pages once more. One of them

Forecast Qualification Routine

Spent an enjoyable afternoon in the company of an old pal of mine watching the Rugby. He’s scaled dizzying heights bean counting for one of the world’s largest retail luxury brands. He got to telling me about a future cash flow pinch he’s luckily uncovered. The forecast

Japanisation Incentive

This technique rocketed salesrep retention from 50% to 97%, and made the area implementing it the highest performing one in their Group for a business information vendor a couple of years ago. It comes from the way car factory workers in Japan are financially rewarded when hitting their output targets.

IFSC; Another Sales Process

A fella selling information for a living talked me through his telephone patter the other day. Prospects tend to have to have what he sells, but replacing incumbents can be tricky. He’s developed a simple process enabling him to end conversations with a question to gain a meeting to

Can You Prove Not?

Here’s an interesting angle for getting a prospect to think along your lines. Absent-mindedly listening to a debate between two Members of Parliament on talk radio, I overheard a woman ask roughly “can you prove that this has never happened to me?”. The reply was instant and smacked of

Having A Pro-active Reason

Met the Head of Sales at the UK’s 67th largest privately-owned firm this morning. Saw their rosta of 70 telesales providing IT kit for resellers. One interesting morsel I picked up, was that with a total client base of around 2,200, they’re expected to speak to each