Salespodder (Page 310)

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What To Discount?

I hate to discount. We’ve all been confronted by a spreadsheet with multiple options for pricing the components of your bid. When you tot up either what you want the client to take or their entire wishlist, it’s way over their budget or above what you know they’

I'm In Your Area

Here’s a reminder about a wheeze among the oldest of sales lines. A friend of mine was having difficulty finally pinning down a prospect to a signature. His frustration was magnified by the distance involved between him and his prospect. 4,500 miles, one ocean and several time zones.

Donut Fine

Here’s a wonderful idea with two strands of sales insight. It comes from the Blackberry device makers, Research In Motion (RIM). The story starts shortly after their 1997 IPO. As the stirrings of dotcom mania raced towards a maddening burst bubble, RIM’s co-founders, Jim Balsillie and Mike Lazaridis,

Celebrate Progress

Here’s something extremely useful I picked up from an old HBR [http://hbr.org/2010/01/the-hbr-list-breakthrough-ideas-for-2010/ar/1]. Each year it seems they suggest ten breakthrough ideas for the coming twelve months. Last year’s first was a belter. What really motivates workers – understanding the value of progress

Unify Simplify Amplify

Here’s a branding lesson [http://www.fastcodesign.com/1663249/100k-of-free-branding-advice-in-just-three-words] from a New York expert in the field. It has resonance for salesteams trying to get everyone moving in the same direction. [http://www.fastcodesign.com/1663249/100k-of-free-branding-advice-in-just-three-words] Self-explanatory in nature is of course a thing of beauty. In

Onlooker Cull

Journalists, always high on the list of the general public’s most hated professions, have become less unpopular since the emergence of bankers in the public consciousness. I heard a pair of them the other day discussing the appearance in articles of onlookers. Apparently, whenever you read the phrase “…an

Sequel Franchise

Here’s an all-too-common pitch from a rep when something fresh has just been launched. > Here’s our new product for you. You’ve got to take it. It’s better than the last one. But how often are such ‘upgrades’ better than the their predecessor? Even in the

Presentation Zen

For the purpose of completism, here’s what I consider an excellent thinker on presentation slide construction. The above hour is well worth a view for any level of presenter. On his blog he offers a list of his main tips [http://www.garrreynolds.com/Presentation/slides.html] when crafting

Taming Hells Angels

I recently read a tale of management lessons learned by someone in the blogosphere. One of them was a cracker. If you’ve just taken over a salesteam or are shaping one, then here’s a tactic that may just dispel damaging antagonism. The story went that our hero was

How To Frame A Conversation

The sales-savvy CEO of a £60m business shared with me this little nugget recently. He described a piece of consultancy he’d had a few years back which he liked. It offers a framework for speaking to a senior person (or C-level Exec, as today’s jargon goes). it gives