Salespodder (Page 321)

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Training Ground Routines

The World’s fourth priciest footballer recently suffered an embarrassing 903-minute wait for his first goal at his new club. Fernando Torres [http://en.wikipedia.org/wiki/Fernando_Torres] was the subject of plenty of pundit advice during his drought. Most of it was rubbish of course, but a pair

Exchanging Rings

Here’s something threateningly bizarre I came across from a ‘Lifestyle’ section of an English broadsheet a while back. Whilst I can in no way condone the book this was supposedly taken from, the concept intrigued me linked with how to handle yourself as an incumbent. Specifically, how you can

When Facts Change

Spookily following on from yesterday’s post, I heard yet more talk radio, this time on BBC Radio 4. It was about neutrinos. There was a potentially baffling half-hour on how our view of the universe has swung each time a new physics theorem is ‘proved’. The one useful selling

Let’s Look At The Facts

I heard a radio phone in the other day which pitted two scientists against each other. What struck me, was that both ‘experts’, eminent in the field, claimed sole ownership of the “facts”. How could this be when both opinions were polar opposites? Two pointers emerged. The first is to

Is The West History?

[http://www.channel4.com/programmes/civilization-is-the-west-history] Where’s there a more engaging academic than historian Niall Ferguson? His latest tv series spends four and a half hours promoting the six ‘killer apps’ (as he dubs them) that enabled Western Civilisation to flourish like none before it. These banners are; >

Masterchef Feedback Tri-Way

When it comes to providing negative feedback, I have rarely heard a salesman deliver what could be described as constructive criticism. In almost every case, the stereotypical dominance takes over. “That’s not good enough” is as mild as I can recount, minus the raised voice and expletives. I’ve

Free Pitch Backlash

Down the years I’ve been involved with several businesses for whom prospecting typically entails entering a beauty pageant of dubious repute. I encountered it online the other day as the free pitch. Also known as spec work, it’s where as vendor you are required to submit to work

Your Proposal Yes Page

I did chuckle when I saw this. One of the 37 signals guys came across this terrific attempt by a toll-booth operator to make their life easier [http://37signals.com/svn/posts/2799-how-an-illinois-rest-stop-inspired-a-web-page#extended] . They simply typed up 18 questions. They must have been driven bananas by hearing them so

Meeting Jazz Hands

[http://www.guardian.co.uk/world/2011/apr/10/hands-up-to-protest] Here’s something interesting to try at your next meeting. Provided you know the protagonists well. Not only would it be likely to provide a bit of sparkle, it may also encourage more open participation. I’ve a sneaky feeling

Failure Sucks But Instructs

One of the hardest things about sales management is how to handle one of your charges when they lose a deal. Fear of failure can drive some people to spectacular success. Fear of making a mistake usually freezes someone in terror. When I first started to learn my trade I