Salespodder (Page 339)

More issues

Is Your Process An Outcome?

I often blog about one fundamental mistake both much sales management and practically all crm systems make. They fail to distinguish between activity and results. My experience is that when confronted with a choice, most sales management structures veer towards ‘activity’ as their primary driver. My firm view is that

Ice Cream Cool

Salespeople I know tend to like business reality shows as they often revolve around selling situations. The Apprentice is probably the daddy, with Dragons’ Den not far behind. It is from this latter stable that I came across a winner’s story as documented in The Telegraph [http://www.telegraph.

Vuvuzela Pump

I am a vuvu god! Bloody hell those things are annoying. They remove all perspective from a game inside the stadium, truly detracting from the experience of a football match. But when you’ve got one in your grasp, they are impossible to resist. A young lady first offered me

Calvin Klein's Dad's Deal

In March 2003 Calvin Klein sold his fashion empire for $400m. In the Red Bull lifestyle mag [http://www.redbull.com/cs/Satellite/en_INT/Red-Bulletin/001242813576014], I learned what drove him. Here’s the cracking insight which he credited with shaping his pricing policies; > As a young child

Moral Hazard

At some stage everyone gets acquainted with the dilemma of how to respond to bad behaviour. Faced with whether to rescue such fallings can cause sleepless nights when you feel that you might inadvertently be rewarding them and thereby encourage future failings of a similar nature, rather than stem their

A Diamond Way

I happened to be chatting to a chap that had recently won a service contract. In neither a town nor sector renowned for its structure and process, the reason for his award appeared to be the pitching of his “Diamond Way”. The man in question enjoyed the surname Diamond and

Foreshortened Forward Thinking

As I blog this, here’s a manhunt for an armed killer on the run in England’s N East. He has apparently said that he “wants to go out in a blaze of glory”. I caught criminologist Jamie Wilson describe his state of mind on Sky News. His worried

Witnessing Rudeness

In today’s Indy [http://www.independent.co.uk/news/uk/home-news/rudeness-at-work-can-lead-to-mistakes-2020369.html] a finding that will annoy many a sales manager. Not only those who suffer, but also those whom witness rudeness experience levels of under-performance in its aftermath. One deliberate, yet said in normal and un-angered speech,

No Numbers No Projections

A wannabe web entrepreneur talked excitedly about a South African idea for funding such start-ups. Crowdfunding [http://www.crowdfunding.co.za/] aims to be the continent’s first collaborative pool for such cash and expertise. I was informed they have a specific approach to filtering business plans and ideas that

Generate Conversation

A few weeks ago, I received an email from a lady that I do not know. Her name is Jane. I do though know her firm and have dealt with them for a few years now. She wrote to me (and several others) to inform me of her new type