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salespodder

salespodder

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Subliminal Keenness Counts

I’ve conducted a few interviews lately, looking to add another winner or two to the Cape Town team. Seeing exclusively graduates, I am astounded at the lack of interest their universities appear to show in helping them gain employment. One striking example of being left to their own devices,

Change Over Plans

An American fella now living in England called David, does something differently from the rest of his team that I just found out about. Part of their responsibility requires an annual account management ‘re-visit’. When this takes place, all the other guys ask what the client would like. A kind

Start With End In Mind

I took time out from my normal day-job for a meeting on a fresh endeavour yesterday. It was a strange forum in the sense that depending on what transpired, I was potentially both selling and buying. I hadn’t convened the meeting, so I didn’t “own” it, but I

Watch Your Parking

Rocked up for a meeting with a first-time prospect, only to be ridiculed for wearing a flasher-mac. And I was sure it was trendy. Thankfully, whilst our fashion sense differed, our sales-sense converged. One key area we discussed featured objection handling. The frustration with reps not self-analysing enough cropped up.

Selling To Sellers

“When I were a lad…” Yes, buckle in for a trip down memory lane. In the 80s I was involved in selling computers. They were easy to spot. No matter how new they were, they always looked grubby. The screens weren’t much better. Epilepsy inducing green flickering text on

Vital Self-Analysis

I received a robust reminder of reality yesterday when I was trounced by someone. I’m currently running a beauty parade of suppliers for an aspect of a fresh endeavour. I want to deploy that best-practice procurement irritant of getting down to a shortlist of two. Achieving this means contacting

Diva Dressing Down

I caught a snatch of a female-orientated glossy with thumbnails of clothes designers depicting their routes to success. Being a rep you’ll understand, I was reading it upside-down, as a woman in a cafe sitting opposite me tucked in. One quoted a former fashion-maker, Jean Muir, as providing a

Terminal Decline Foresight

What happens when two cost-obsessed, investment-averse organisations embark upon the largest endeavour of its kind on the planet, where one has ownership transeferred during the project to a firm with no previous experience of that industry, and the other has repeatedly proven themselves as nothing more than an inept bus

Presidential Pitching

The London press overflowed with images of French President Sarkozy’s wife, a former Italian model yesterday. It’s amazing how such a splash of celebrity glamour practically eliminated coverage of the real serious issue of precisely what it was he travelled to say. I caught glimpses of selections from

Links In Emails

I sent a brilliant email earlier this morning. I’m sure you know the kind. You spend a good few minutes planning it in your head. Then fire up the word processor. Re-editing makes sure your killer points are to the fore. Headings are added and emboldened, bullets introduced, italics