Salespodder (Page 245)

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You Ingrained With Drive Of Champion Racer Senna?

Sport media is awash this week with remembrance of Ayrton Senna. It’s the twenty year anniversary of his death at the wheel. He crashed head-on into a wall when leading the 1994 Grand Prix at Imola in Italy. The Brazilian Formula One motor racing three-time champion is widely considered

Cold Calling For Chickens 2006 Bob Etherington

[https://salespodder.com/content/images/wordpress/2014/03/coldcallingforchickenscover.jpg] The chicken of the title is you. That is, if you shudder at the thought of cold calling. The author believes in paradoxical thinking. Openly embrace being that chicken and you’ll turn into a winner. A similar dichotomy also

Warning: Only The Creative Salesperson Will Succeed In Today’s New Economy

The Creative Salesperson. Does that have a disturbing ring for you? It brings to mind a potential meme; ‘what do you call a creative [insert job here]…? With scathing yet jocular punchline to follow. What do you call a creative accountant? An inmate. What do you call a creative chief

Why Salespeople Face First In Class Heartache

A salutary tale from Big Pharma. This week, global behemoth Roche failed to sell its breakthrough breast cancer drug to the world’s largest medical buyer. Kadcyla extends the life of patients suffering inoperable aggressive onset on average in trials by six months with little side effects. It is deemed

Will Your Prospect Change Their Tea Brand?

With solution selling being in no small part about the promotion of ‘change’ and perceptions of how it’ll affect those involved, I was fascinated by this piece of consumer product pre-Easter PR. Tea vendor Clipper (who’s products I have myself bought) sought to highlight how ingrained our daily

Can You Sum Up Like WhatsApp What Your Customer Does NOT Want?

[https://salespodder.com/content/images/wordpress/2014/04/WhatsApp-No-x3-cropped.jpg] Back to Facebook’s incredible $16bn purchase of the globally mighty little messaging app. This congratulatory valediction from one venture capital investor [http://sequoiacapital.tumblr.com/post/77211282835/four-numbers-that-explain-why-facebook-acquired] contains a couple of marvellous sales ideas. Their picture is of

Your Deals Prepared For Mountaineering Objective Danger?

All those poor Nepalese Ice Doctors. Sherpas as they were once known. Everest claimed its most climbers in one swoop just before Easter. At least a dozen lost. Local men who build and keep routes safe for the good weather ascent window of late April early May. As the tragedy

Is Your Edge In How Your Prospects' Aviate, Navigate & Communicate?

[https://salespodder.com/content/images/wordpress/2014/03/aviatenavigatecommunicate.jpg] This three-pronged mantra is sadly topical as I blog today. It is aeronautical in origin. Core to the training of a pilot. Whilst my pic above is not quite the perfect t-shirt slogan, the three words form a potentially compelling

Stop Deals Reach 5° Ship Listing Point Of No Return

[https://salespodder.com/content/images/wordpress/2014/04/critical-angle-wide-400x222.jpg] The cruise ship that sunk this week brings heartbreaking scenes from Korea. Sudden turn, hitting rock. Authorities as yet unsure what may have caused the boat to capsize. The crew allegedly culpable for wasting a critical 30 minutes without issuing

Where Conscious Uncoupling Can Bring You Closer To Your Sale

[https://salespodder.com/content/images/wordpress/2014/04/consciousuncustomering.jpg] As you probably realise, I do love a cheeky newsjack. In workshops and presentations I’ve long found that utilising a piece of live pop culture is a good way to help you stand out, engender livelier debate and build