salespodder

salespodder

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The 5 Whys simplicity

Commissioned recently by a leading manufacturer/distributor of hydraulic kit to help stimulate sales of a new kind of filtration product, I rolled up my sleeves only to learn that none of the sales team were really selling it. Over the past 18 months or so, only 6 examples of

Proving Customer Delight

Here’s a tale from a successful small software house. They’ve around 200 customers, and operate on three continents. When making first appointments on the phone, conducting them in person, and responding after by mail, they like to use quotes their customers give them, saying how wonderful they are.

How Special Do Your Customers Feel?

Encouraging greater propensity to continue buying is a topic I constantly grapple with in my selling. Most of my clients buy my services month after month. This means the longer I keep them as happy customers, the longer they put food on my plate at a decent margin. Reading the

Closing Yellow Pages Trap Door

One of my recent customers is an extremely forward thinking company from the sales systems and support perspective. Even down to one of their top reps demanding they ran a sales blog of success. That very same fella, John from East Anglia described one of the facets to his account

Sell Money At A Discount

Everyone is familiar with return on investment (RoI) selling. The principle is simple, buy and you’ll either save yourself cash unnecessarily being wasted at present, or make money many times over what you paid from extra opportunity. I find myself constantly referring to RoI when I’m pitching, as

Preventing Dissatisfaction Dip

A sales guy at a customer of mine articulated this issue to me beautifully the other day. A relationship proved to be healthy by the placing of an order for our wonderful piece of kit can deteriorate without us knowing post-sale. Setting expectations whilst prospecting can prevent this. Guiding the

Impact Players

I was lucky enough to just take on a team of Italians in a football friendly that I’ve played against twice before over in Rome. This time the match was at Leyton Orient’s training facilities in North London. With a large squad, banter was flowing before the game

Restaurant Lessons Shine

Twice this week I’ve been out in Cape Town. To Beuna Vista with my mate Brandon in Green Point, and Caveau next to Newlands rugby stadium with a crowd of us. Beuna Vista has always been a favourite haunt of mine, and I meet Bran many Monday’s there

Ask Your 'Tekkies' For Pitches

Speaking with a chap selling big ticket printing presses called Graham, I picked up a useful insight from him about intel he uses to throw into general “chit-chat” with prospects. With a portfolio in his bag including items costing well over a million, most potential buyers are aware they’ll

CRM Malaise Not Restricted To Reps

I am really made up that I’ve just hatched a new product idea, given the experiences from two of my customers recently. Both have around 20 sales people in the UK, strewn all over the place. One has Goldmine as their crm – the reps only use it when they