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salespodder

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Managing the Sven Way

Great to see England come back from a (wonder goal) behind to beat Uruguay Wednesday night. Still all coming together nicely for the World Cup of course. There was a documentary on about the manager’s approach to getting the best out of his players recently. I made some notes

CRM's latest "-ism"

I came across the latest edition of the American mag, Selling Power, which always has a section on tools. This issue looked at how emerging trends were changng the sales process. Most sales people dislike their crm, partly as it adds to their admin burden and they feel a slave

Impressive Recall

I was annoyed with myself on Monday, when I was discussing plans with a prospect. We got to talking about their recently launched new products. They were rightly excited about them, and I wanted to know more, so started asking about each. Yet I couldn’t for the life of

A Sales Wheel

Here’s a neat way of gaining crisp focus on what you currently, and hope to, sell to your customers. I came across it just now with one of my prospects having used it as part of a training initiative, aimed at embedding a new way of thinking about opportunities

Hurt and Rescue

A sales campaign we are running came close to climax this week. The final issue appeared to be the MD’s reluctance to sign-off on lots of money across several prospective projects, of which one was ours. Our Champion then offered to remove one of the projects to reduce the

Traits of Top Performers

A friend of mine, Julian Lebray, who’s a bit of a sales winner sent me some analysis yesterday. Unfortunately he supports Man City, but leaving that aside, his firm’s training company investigated why the best sales guys were the best. They came up with the two different types

Valentine's day selling

Every restaurant’s fully booked tonight and all I hear on the radio is soppy love songs. Thankfully the usually banal chat by the djs is a bit better today. I’m in Cape Town and on my drive to work this morning, both Kfm and 5fm had a kind

CRM Like Teenage Sex?

I got passed on the vendor’s eye view of what is going on in this industry the other day. Thanks again to an acquaintance of Paul Magee, apparently…. “crm is like teenage sex; everyone’s talking about it, yet hardly anyone is actually doing it, and those that are,

Einstein on selling?

I got an email today from some occupational psychologists I’m thinking of using for team building in Cape Town. Their Chrizelda has me on the monthly mail which each time sends another snippet of pyscho-chat. Not a bad idea I thought. Why don’t we send all our prospects

Tom Hopkins, Sales God

Tom Hopkins, not so much a Sales Guru – more a Sales God! ‘How To Master The Art Of Selling’ is an unashamed Airport Book, being very anecdotal and conversational in its approach. Yet this book was originally out in 1982. Any book that stands the test of time must surely