Salespodder (Page 314)

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Sales Goals Less Wild

I read with interest a recent magazine article reappraising goal setting [http://www.managementtoday.co.uk/news/908158/Why-excessive-goal-setting-bad-business/?DCMP=ILC-SEARCH] . Here’s a summary sentence for the gist. > Creating learning goals rather than performance goals is what the authors of Goals Gone Wild recommend The paper referenced has

Orwell Clarity

Arh. Those were the days. Slaving over a Proposal the size of a phone book. Crafting a bespoke five page letter to qualify a new prospect. Nowadays ‘message exchange’ can be remarkably abrupt. I’m not advocating a return to the old days. Replete with physical folders half-a-forest full of

Free, Perfect, Now

Quality, Service, Price. Choose any two. This is one of the very first truths I learned in my solution sales career. It sweetly encapsulates the complex selling battleground too. Every customer expects all three. Anyone that thinks they are buying the full trio is in for a desperately unpleasant shock

Where's Wino?

Well, the tabloids have been hardly able to contain themselves, have they. In the words of one broadsheet columnist, “Winehouse at last gave the media a collective orgasm of prurient crocodile tears by dying“. The title of this post is that of a regular feature of a London rag, delighting

Abusers, Hedonists and Connoisseurs

Someone working years ago for English brewer Bass told me of efforts to re-launch their Tennents [http://www.google.co.uk/images?num=100&hl=en&q=tennents+lager&um=1&ie=UTF-8&source=univ&ei=yAvETKG-PI_QjAfe7rG5BQ&sa=X&oi=image_

Who Moved My Cheese?

[http://www.redtreeleadership.com] It is perhaps a cheekiest paradox. A pamphlet that extols the merits of avoiding crippling over-analysis in the face of constraining adversity and imminent doom, is possibly the most over-analysed booklet of the pop-biz canon. Since publication in 1998, according to its wikipedia [http://en.wikipedia.

Achievable Goal Progression

[http://www.1010global.org/] The climate change movement 10:10 has a strapline of > cutting carbon 10% at a time As part of their backstory, explanation follows as to why this target was selected. > “[a cut of] 10% in 2010 also seemed a far more tangible aim than

Valley Of Death

To a salesperson, the phrase Death Valley usually triggers nightmares about the silence that can follow a final Board or closing presentation. For business plan pitchers, the Valley of Death could well mean something different. I was reminded of this extremely valid business plan pointer by way of a Harvard

Clarke's Chirpy Triumph

What a pleasure to watch Darren Clarke unexpectedly romp home to golf Major glory on Sunday. The record book updates are startling. No one has first won one of the big four after so many attempts. Only a handful of 40-plus aged players have a slam to their name, let

More Top Performer Traits

Here’s findings I read on Selling Power [http://www.sellingpower.com/content/article.php?a=9273] gleaned from around 10,000 salespeople that you can benchmark yourself against. > How much time do you spend on prospect needs analysis? How early and for how long do you line up