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Buyer's Org Chart

[http://www.guardian.co.uk/news/datablog/2012/nov/13/bbc-structure-visualised-newsnight] Organagrams. Prehistoric thinking that remains remarkably prevalent. Yet it is often a revealing exercise to try and plot out your prospect’s such chart. And I don’t mean simply getting a ‘pal’ clientside to sneak you a copy

Highlight Like Google

Here’s something that sparked off loads of ideas for me the other day. I clicked on ‘compose’ in my gmail, and got this pop-up: [https://salespodder.com/content/images/wordpress/2012/11/google-new-compose-guide-box.jpg] And to the left of it, this also appeared [https://salespodder.com/content/images/wordpress/

Tetris From Russia From With Love

This an an hour-long documentary [http://www.bbc.co.uk/programmes/b0074pz0] I caught on a recent flight, originally shown by the BBC [http://news.bbc.co.uk/1/hi/magazine/3479989.stm] back in 2004. At time of blogging, Youtube also hosted it in 10-min snippets. What a fascinating

TOS-DR

Here’s an interesting site [http://tos-dr.info/] I came across. Its mission; > “I have read and agree to the Terms” is the biggest lie on the web. We aim to fix that. They trawl through each web service provider’s terms and conditions, and strip out what you

Election Jargon Stateside

One aspect I do enjoy getting into, is the company-, and to a lesser extent industry-, specific jargon I encounter when getting to grips with a new salesteam for the first time. Their choice of terms, unique to them, can be incredibly revealing. It betrays how they truly view their

Consultant, Rep? Opener, Closer?

[https://salespodder.com/content/images/wordpress/2011/09/slipper-boot.jpg] A chap with twenty years sales experience was telling me over a pint the other day that he thought it extremely rare that a salesperson could be both a top consultative seller and a hard closer. He thought the skillsets

Election Volunteer Script

Micro-targeting has been around a fair while across the democratic world. The current American presidential race introduces technology like never before. Skynews ran a piece on the delights of an app for that. Their reporter stood outside the house of a lady called Sarah, identified by the Obama team’s

Precious Over Corporate Colours

[http://www.google.com/about/datacenters/gallery/#/all] I came across a piece of a Google pr the other day. They hosted a photo gallery [http://www.google.com/about/datacenters/gallery/#/all] of the where, who and how of their services. I was struck by the wonderful use of

Skynews Business Slide Makeover

[https://salespodder.com/content/images/wordpress/2012/10/skynews-latest-business-slide-01.jpg] I noticed recently that these small, regular bulletins throughout the day have tweaked their main way of showing info. The most common data they flash up relate to things going up or down. Year-on-Year sales, share price, macro stuff like

Over Disclosure

More dishonest reps giving the rest of us a bad name. This time from the pension trade. So I learn from London’s Telegraph [http://www.telegraph.co.uk/finance/personalfinance/pensions/9627293/Dodgy-annuity-salesmen-should-be-hounded-out.html] that many an annuity seller fibs about the level of their client’s health so