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Managing Your Practice

Here’s great insight I learned from inside a team of elite sales coaches at giant South African finance firm, Old Mutual. They began a programme around 1999 specifically tailored to top performers. It was called “Managing Your Practice”. The title derived from aiming to be seen in similar light

Signature Pressure One Of Many A Slip Twixt Cup And Lip

I could have called this post So Sales Argonaut, Do You Sip Wine Or Hunt Boar First? In light of an agony aunt chatting away about her trade (on BBC Radio 4 Saturday Live, 5 April 2014, roughly 67mins in), listeners were encouraged to call in with “the worst advice

Stationery Stand Sellers Sadly Show Skill Shortfall

Here’s a coffee break delight I found which includes details on how office supply salespeople [http://www.theguardian.com/lifeandstyle/2014/apr/02/stationery-pads-gadgets-pens-trade-fair] pitch their product at a leading trade show. It’s tricky to think of a quota-busting rep that genuinely wants to man such a stand.

Does Your Feature-Talk Make You Sound Like A Novice?

[https://salespodder.com/content/images/wordpress/2014/01/sundownersmouillepoint14.jpg] So I was reminded the other day over a cheeky sundowner about exercises I first ran way back almost twenty years ago. They’re good for a little distraction in a sales meeting. Especially when you want the real punch

Don't Mimic UK Nuisance Call Crackdown Scourge

Much pixelated screen estate has been devoted to the scourge that is nuisance calling in Blighty these past few days. Here follows the transcript of an oft-played snippet on this story. It is the opening line of what’s known as a ‘PPI’ cold caller. An entire industry has erupted

How Well Does Your Backdrop Sell?

[https://salespodder.com/content/images/wordpress/2014/03/backdrop-400x201.jpg] The tragedy of Malaysian Airlines flight 370. Understandably blanket media coverage across the globe. Each day over three weeks of frantic searching the acting minister of transport has walked into his press conference theatre in KL. This old school projection

Have You A Fairyconomy Visual?

Here’s a tv ad revelling in the title ‘fairyconomy‘. The product is a washing-up liquid called Fairy. Inside these thirty seconds of ferocious fmcg pitching is a remarkable “fact”. I say fact, as the UK’s Advertising Standards Authority ruled [http://www.thedrum.com/news/2013/09/18/pg-fairyconomy-ad-cleared-asa]

Improve Your Visual With A Weather Tweak

[https://salespodder.com/content/images/wordpress/2014/04/itvweathertweak-cf-option.jpg] Here’s something I noticed recently by happy accident. UK TV channel itv has slightly tweaked their weather visuals. In my pic above, the old’s left and upgraded right. I instantly loved it. As once dark days move towards

Guerrilla Teleselling 1998 Levinson Smith Wilson

[https://salespodder.com/content/images/wordpress/2014/03/guerrillatelesellingcover.jpg] Offshoot of an established series labelled with the guerrilla brand, this book claims it’s not designed to teach you to sell, but fine-tune how you do already for successful teleselling. A contradiction surely coming… I was immediately put off

Esquire Editor Advice On Hearing Lifetime Of Pitches

Here’s the odd coffee break biscotti courtesy of the Entrepreneur mag. A columnist [http://www.entrepreneur.com/author/1586] at Esquire shares little chunks of his selling wisdom. Here’s a snippet, when extolling the virtues of a 15 second pitch guide [http://www.entrepreneur.com/article/223454]; >