salespodder

salespodder

http://salespodder.com

Play With The Toy

A guy I’ve a lot of time for within one of my customers recently got promoted to be a’top the sales department. His description of how life differs at various rungs will resonate with many people I’m sure. He was a successful rep, selling for several years

Triple Sales Leader Focus

Waiting in a reception I turned towards the back of the FT lying there for a quick business related morsel. The book review [http://www.ft.com/cms/s/0/f0a8933a-92cd-11dc-b9e6-0000779fd2ac.html] greeted me of a fella with decades of industry-shaping experience on ‘strategy and resource allocation’; Joseph Bower. Strangely

Reaction To Budget Reveal

One of my customer reps giggled a story to me yesterday about how a buyer in the first meeting mentioned he’d set aside 15k for his planned purchase. Knowing he could supply for a couple of grand less, he responded with a cheeky ‘so you know what our kit

Google Engineer Description

Don’t worry if you’re not that tekkie and have never heard of, let alone used an RSS feeder. I’ve used all sorts of ways to keep up-to-date on sites I really like and was hoping not to use ‘don’t do evil’ (‘oh yes you do’) google

Tip From SME Consultants

Came across an accountants that had grown over a seven-year period from a small office above a shop, to a 5-branch regional player with a purpose-built HQ. One reason they’d experienced such stellar growth, was their decision to offer clients more value-added services on top of traditional auditing. These

Self-Design Prompt

Speaking with one of my client’s reps yesterday, he gave me insight into what worked for him when selling insurance in a previous life in his native America. One of his favourite questions at the very start was “if you were designing your own solution, what would you have

Global Deal Diss

Had an entertaining talk last night with a very successful rep that’s been selling boat loads of a technology product for the past ten years. The latest initiative from the top is to pursue national framework agreements with target country-wide accounts. Typically such firms have offices across several sales

The Modern Approach

Another day, another selling methodology. The mnemonic ‘modern’ stems from the following categories: Money Our Solution Decision Enemy Resource Needs As with all these kinds of structures, the idea is that if you cover each of the headings on your campaign, you shall prevail. I got sent this one by

What Are You Losing In The Shadows?

I was trying to work out ways of helping a customer with their crm headaches yesterday. Depending on which scare story you believe, a quickfire trawl around any one of the several sites trying to be crm info portals will throw up all sorts of alarming figures. They often claim

Making Sales Easier

Researching into drags on a rep’s day I came across an interesting article [http://www.accenture.com/Global/Research_and_Insights/Outlook/By_Issue/Y2007/SalesForcePerformance.htm] on management consultant behemoth Accenture’s website. Here’s one of their graphics [http://www.accenture.com/NR/rdonlyres/7B18E743-3494-414E-B292-DE0FE00F6C9D/0/How_