salespodder

salespodder

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Forget the lame excuses

Bizarrely I’ve just been reminded of a piece of PR put out by a company selling sales software. It talks about the excuses sales people use for not getting sales. Apparent reasons to explain away failure include hangovers, personal crisis, car problems, reports eaten by the dog, cricket, bad

Anti-Biscuit Dunking Crusade

I’ve for a long time used term that represents the unacceptable face of selling and sums up sales peoples no-nos; Biscuit-Dunking. It was coined by often encountering this kind of situation: A salesrep has a number of visits to make this day, as they do everyday. Trotting along their

Stability Indicators

I sense a current trend emerging for sales teams to pay lots of money to get their sellers to focus on what keeps a customer for as long a time as possible. I’ve come across two recent examples of this, one with a local English, the other a global,

Buy On Price, Pay Twice

This is interesting for you if you ever face pressure from cheaper competition. I saw an interview with the awesome Seb Coe today. He’s the winner who (not only won Olympic Gold in Moscow & LA but also) delivered a stunning presentation that, following his amazing political manoeuvering, sealed

Avoiding the fob off

When I was a nipper, my sales team ran cold-call competitions a couple of weeks before Christmas. It was called the Goose Fat week. Whoever uncovered the most number of suspects won big, which meant finding people that planned to look into what we sold over the next twelve months

How to Dress

There’s such a difference of opinion in how a sales person should dress. With London experiencing crazy hot weather these past few weeks, with regular unheard of successive 30 degree days, I’ve noticed dress codes have finally become more sensible. It’s long been apparent that there really

Think Feel Know

It can be bizarre who you bump into when out reppin’. At a small packaging firm, couple of million turnover, the owner turned out to be a self-confessed ‘Life Coach’. He was into it so much, that he’d delegated his packaging responsibilites so was only now in one day

Rising Sshhun

Watched this Sean Connery flick last night for a bit of a wind-down. It’s a fantastic film to watch if you’re doing business in East Asia. I bet the original book (by Jurassic Park author Michael Crichton) is gripping. The film lacks something somewhere in translation to screen

Price is No. 7

“They Can’t Afford It” Had a preliminary meet earlier today with a sales manager at a packaging solutions provider. Their issue as an industry is buyers that only want to decide on price, when all the added value services (design capability, lead time, out of hours delivery, business empathy)

Skyrocket Your Sales, Part Two

Well, a ridiculous 36° in London today, and tomorrow could top the 100° day we had 3 summers ago. With a terrific breeze this evening, I thought it’d be the best time to listen to Chris Howard’s second disc. And I have to say, I was pleasantly surprised,