salespodder

salespodder

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Sales J-Curve-ing

The latest pop-current affairs book ripe for plucking from duty free book shelves seems to be from American political analyst Ian Bremmer. It plots the position of almost 70 nations on a J-Curve against scales of Stability v Openness. One tenet of which, shows how a totalitarian regime may once

Don't Forget To Write Business

Way back in the early 90s, a fella who’d given me my first ever formal sales training session, Welsh wonder Wynn Rees, called me up once I’d started a new job searching for a lead. At the end of the conversation he made sure I didn’t lose

Tell-tale signs of true caring

Suffered a disappointing experience with one of my own customers this morning, especially galling as I’d given them a bit of reciprocal trading. I arrived at one of their facilities (where they were unaware I was both supplier and customer) and all started well. Then during my transaction I

In-bound Enquiry Handling

I’ve needed to get some repro work for a couple of weeks now. I’ve put off sorting it out, as it’s not the most glamourous of things on my todo list let’s face it. I fired off a couple of emails to the leading guys my

Why Get Hung Up About Price?

Here’s a quick excerpt from a study published in the Harvard Business Review (the undisputed Daddy of management journals) about what ‘buyers’ think reps’ biggest mistakes are – the pleasing headline is that having too high a price is the very bottom, just 2% worth! % 26 not following company buying

Asking For Ice Cream

It’s lamentably not too often I say something that I realise when I say it was actually fantastic and I must say again, but that happened Friday morning. In with a prospect who loved what we do, he mentioned his boss (the MD) didn’t have a roaring track

It's Butter & Sugar

Watching my fave Newsnight show last night I was reminded of once getting quite frustrated with one particular prospect. They were putting plans in place that should have included my then peddled service, yet tried to cobble together a solution, mistakenly thinking they could do what I offered themselves. This

Note the 3 costs

A talking head from UK insurance giant Norwich Union (trying to rename itself Aviva at present) was on Channel4 News explaining why 4,000 jobs were being axed – despite making profits in the first half-year of a whopping £1.7bn. Apparently Indian call centres are the way forward because of

Sales Promotion Insanity

Met an interesting chap today called Nigel who ran a company with a highly lucrative future I’m sure. His main excitement (quite rightly) came from the ability to got people away from the “evil” of Outlook, and instead, actually be able to know what is in all their emails,

Seffers Shine

A winner of a guy I know, hailing originally from PE in South Africa has a happy sales history and, having started one new business of his own, yearns to do it again within the next three years. His current role sees him managing resellers for his London-based software products