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Smoking Out The Anti-Capitalists

Discussing the merits of running a ‘lifestyle business’ over the weekend, when you know you could make more money working for yourself alone, reminded me of a conversation I had earlier this year. After a thoroughly enjoyable lunch in glorious 36° sunshine in Cape Town’s Northern Suburbs, a good

"The King" & Sales

People that ‘sell’ for a living, particularly those male in gender, like to be spurred on by what motivates sporting heroes. I came across another couple of gems from cricket legend Viv Richards yesterday. When interviewed by Mark Nicholas as rain prevented England polishing off the Windies on the 3rd

Total Account Management

Anyone remember “TQM”? If you do, relax, Total Account Management in the terms I’ve recently discovered it has nothing to do with such early-90s Quality drives. ‘Phew’ I can hear you sigh. Steady on, though, as some TQM problem solving techniques are awesome and deserve a second-chance…..but I

Ride The 'New Wave'

Recently I’ve come across a spate of sales teams whose leadership is exasperated by the lack of extra sales key new product launches have brought in. It’s a long-known problem, classically referred to as “sales substitution”. This has two strands, the one I’ll deal with here typically

CSI Selling Tip

I was forced to watch an episode of the American CSI output Sunday. It was the one set in Vegas. In days of yore I loved watching all those really intelligent ‘new breed’ of detecting shows. I refer to the ones that make the effort to go deeper, like Morse,

More Sales Reality TV

The doyen of business reality telly has got to be ex-ICI Chairman John Harvey-Jones, with his awesome Troubleshooter series throughout the early Nineties. Since then, several pop-tv shows have introduced helping businesses escape dire straits (like the aforementioned show), pitting contestants against one another for dream jobs, through to start-up

Sharing Dallaglio Belief & Gerrard Focus

Many salesguys I meet love to talk about sportstars and their approaches. And this week two attitudinal crackers surfaced as various seasons climax. Dallaglio A couple of my mates were lucky enough to blag tickets for the Heineken Rugby European Cup final Sunday, and I was out watching (the woeful)

Buying on Price? Then prepare to pay twice….

Things often happen in 3s don’t they? At customers & prospects this very week, I’ve come across three separate instances of the same thing. (I wrote about one in detail [https://salespodder.com/can-you-match-that-price/] just a couple of days ago) In each case, sales people have yelped in

Can You Match That Price?

Had an enjoyable lunch yesterday with a good guy called Keith, where we were talking about how to arm a prospect so that when their boss looked at two opposing quotes, when ours is the more expensive we can still prevail without dropping our pants. And when I got home

Recognising Showstoppers

I have a friend selling from his recently adopted New York base data mining kit for sales people. He’s been peddling this kind of stuff (aka ‘BI’ for the tekkies out there) since 99. He’s sold oodles of it in the meantime, and learned a fair bit about