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salespodder

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Retail Shelf Fill Lesson

Caught the back-end of a reality telly show that could have been quite promising, all about how ordinary members of the public were given the chance to pitch for putting a food product onto the shelves of gigantic Tesco. For those unfamiliar with this supermarket brand, they’re often accused

Squirrels With Nuts

A customer of mine shared some winning insight during a delightful half-hour chat late last night about how to avoid problems with seasonal downturns. There is a month in the year during which none of his prospects ever find time to see him. For ease of description, let’s call

Thought Experiments

There I was, dreaming of a glamorous sun-drenched life, having to wait around in London’s Waterloo station as a gale howled outside whilst my friend’s train was inevitably delayed by the NHS-proportioned inefficiency that is the UK’s rail network. A touch too early to adjourn to the

Another Call Centre Casualty

For any reps struggling with back-office or customer service issues here’s a current example not only proving that the trend to use offshore call centres is reversing apace, but more tellingly, if you’re running your own telesales campaign, you need to train in more than just the promo

Pants On Fire

We had an objection handling workshop over brekkie this morning. And would you credit it, a new objection has landed! Well, of course that’s impossible, as there are never new objections. In fact, every single product can only ever come across a handful. And price is not an objection

Benchmark Influencing

Relaxing last night, I watched a BBC4 half-hour history of the typewriter. Now, I can imagine you reading that and wondering what on earth I might find stimulating in any way about such a topic. Well, having learnt to touch-type (fairly slowly) when at college (a skill now dormant I

Sales Time Management “To Don’t-ing”

We all know what a To Do list is. Whether we write one down, tap it into our crm, use some freebie web or google app to hold it, or keep it in our heads, there’s always a ton of priorities and things to do. Yet here’s a

Don't Go Blame-side

Here’s an example of what a text book cannot teach, and only experience can. I rocked up at a prospect the other day. At the annointed hour, I was in attendance. The person with whom I’d hoped to meet however, was not even in the building. I suspect

Never Hesitate

Adam Gilchrist single-handledly changed cricket. Very much for the better, I might add. He built on the exceptional mid-90s groundwork of Alec Stewart to show how wicket-keepers should not only be expected to contribute valuable runs, but that they should also be readily accumulated at a fast pace in the

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.