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Prepare Attack Destroy

[https://salespodder.com/content/images/wordpress/2013/01/prepare-attack-destroy.jpg] This pic’s been all over the web this week. Where once there was Roger & Rafa, now in their place there’s Murray & Nole. The t-shirt slogan apparently sums up Andy Murray’s thrust. His brilliant development over

Empty Calories

This is a delicious phrase I recently heard the English-born head of an Asian sales team say. It refers to the kinds of meeting salespeople have a reputation for being all too prone to conduct with professional buyers. It’s where no value exchange goes on whatsoever. I immediately recognised

Laminate It

I was chatting away with a chief exec about his emergent new business sales process. As the jargon goes, we wanted something simple and snappy to wrap up all the critical success factors and key customer gateways for any bid. As we were in his office, he pulled open a

Hidden Jobs Market

Reading a freesheet article written by acareers advisor [http://www.johnleescareers.com/] on a commuter train the other morning, I wondered how similar job seekers were to solution salespeople. > “Don’t ring people cold – get others to pass you on with an introduction, explaining what you’re trying to

Dating In The Dark

[https://salespodder.com/content/images/wordpress/2012/01/20120124-124208.jpg] How is it the Dutch and English come up with all the world’s reality tv shows? I watched yet another the other night. Dating In The Dark has three girls and three boys that only meet each other in

Key Security Indicators

I came across Key Security Indicators (KSIs) from a former client of mine’s training workshops. They sought to develop customer retention policies, during the Winter of 2005. The idea was to identify potential areas of risk in their customer relationships. Could you pinpoint their strength, and then the degree

New Year New Sales Plan

‘Tis now about the time you get to go through that fun-filled activity as a rep of telling your boss what you’ll do over the coming year, and how you’ll do it. I recently came across a firm with a fine bit of tech kit. It’s in

CES Vegas Poor Pitch Brits

So the Las Vegas global gadget-fest that kicks off the year is always good to fill the airwaves in a slow-news week. The Consumer Electronics Show may not feature all the big boys, but wannabes and wonders abound nonetheless. Smart tellies, some that wouldn’t fit through my front door,

Pres Slide Newspaper Front Page

[https://salespodder.com/content/images/wordpress/2013/01/indy-front-page-11-01-13.jpg] It’s not often you see a cool idea for a presentation slide on the front page of a British broadsheet. This week, the Independent ‘exposed’ rape conviction stats. Taken straight from the infographer’s handbook, hey. Why persist with

Threes and Thirds

Isn’t it funny how similar ideas come to you from different angles so often around the same time? Recently I was pondering the merits of available profiling intel with a new business team. Typical deals for them average out at a quarter of a million “SOV” (sales order value)