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salespodder

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Nothing better to do?

If you’re thinking of buying Leach Lewis Plant wares, consider this carefully. In clearing out a load of old files, I came across this amazing letter, in response to a pre-cold-call mailer. Their then top man, a certain J P Leach, deigned to pass on the pearls of his

Picking Up The Phone, part 712, a

How many times in my career have I had to grapple with the lack of telephone activity from a rep? Like just about everyone of us, the answer must be loads. Even to the extent of having days when you yourself just can’t seem to get motivated to have

Choosing Sales Manager?

Heard about a fascinating-sounding lecture at London’s Institute of Directors. Several suited industrial captains were asked if any had ever appointed a new sales manager. Almost all put their hands up to say they had. Next question; ‘did you promote your best sales person into the role?’ and virtually

Sales Meeting Speed Dating

One of my prospects enjoyed an annual sales kick-off in Thailand last week. All right for some. Determined not to be the usual powerpoint poisoned session, one of the four global sales managers took the reins and asked if he could run one of the slots. He announced to the

Sports Psychology Lessons

Businessmen have long sought the wisdom of successful sporting greats, yet I just came across a fella that advises sports teams through business principles [http://news.bbc.co.uk/sport1/hi/football/fa_cup/6222777.stm] called Humphrey Walters [http://www.humphreywalters.com/]. What grabbed my attention was his attachment

Digitising Information

Someone sent me a link to a blog from August 04 that no longer seems to exist, extolling the virtues of sales team HQs starting up a blog. The idea is that anyone can add anything and make info flow better around the whole team. I don’t know from

Making Globalisation Work & Become Trusted

This is a book written by an American academic called Joseph Stiglitz. I came across a podcast of the author talking about what he was trying to get across, citing numerous examples of his proposed reform agenda. He’s canny, in maintaining a nice balance of argument, so that you

Gandhi the Sales Guru

Battling against 70 mile-an-hour gusts in London the other day was a bit like walking at 45° when Cape Town’s Doctor visits, in that it wasn’t at all cold. But I thought I’d treat my self to a proper coffee at a place called Madiera Cafe near

Learning Everyday For Real

It’s a cliché for sure, how many times have I heard someone in sales say “I learn something everyday”. And then I wonder, ‘yeah? what did you learn yesterday?’ I got a spam-type mail from an English outfit called Sales Sense [http://www.salessense.co.uk/] written by a

Choosing Your SFA

Through my subscription to cool US rag Selling Power [http://www.sellingpower.com], I got an enticing offer to read all about the 100 key questions SFA consultants are paid to ask, courtesy of one of the plethora of crm vendors; Entellium [http://www.entellium.com/crmwhitepapers.asp]. Was this