Salespodder (Page 340)

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When crm Frustration Bites

I shared a buffet snack with three people at a business function recently held by an alma mater. The conversation landed upon what we each did for a living. Although I’d neither met nor heard of my co-diners before, we did of course share an undercurrent of history. This

Just Get Out There

I can imagine this is a heart-warming tale that every salesperson will applaud. And then pass it on to someone they know that are possibly going down a spiralling despair of a prospecting drought thinking that their luck’s run dry. Hail the 23-yr old [http://www.telegraph.co.uk/

Stress Test

Making big news Friday was the EU’s report on which of the 91 European banks studied failed their stress test. Seven smaller, regional players didn’t come up to the mark, five Spanish and one apiece from Germany and Greece. Yet most commentators appeared to say that the tests

Webber's Racing Drive

In a brashly titled interview piece in the telegraph, Aussie Formula One pilot Mark Webber explains why he’s a winner [http://www.telegraph.co.uk/motoring/motorsport/7890191/Mark-Webber-why-Im-a-winner.html] . At the time of chatting, he’d won more races than anyone else so far this season. Here are

Cooling Off

Are there only two poles of decision making timeline? There’s the impulsive, in a Gladwellian Blink style. Make it quick, on the hoof, with as little time as possible lapsing after causation towards action. If it’s wrong, you can always exercise ‘fast failure’ and re-direct. Then there’s

Sales 2.0 Sideshow

I was socialising with a team of new business salespeople when the conversation turned to use of their shiny new crm. Unsurprisingly most were unenamoured with it. When one described it as “a sales 2.0 sideshow”, debate began on what exactly the ‘two-point-oh’ part meant. One abstract on which

Concentration Trigger

In the aftermath of an extraordinary major championship win, I noticed this paragraph on a BBC blog [http://www.bbc.co.uk/blogs/robhodgetts/2010/07/star_shrek_goes_beyond_final_f.html] . > Open champion Louis Oosthuizen reckons he has a problem concentrating. To re-focus he stares on a

Jacklin's Championship Golf Thinking

I just saw golf Major winner and man responsible for changing the course of the now awesome Ryder Cup, Tony Jacklin, deliver his thoughts ahead of the concluding round of the 2010 Open Championship. South African Louis Oosthuizen enjoyed a four-stroke lead going into the final day. Jacklin’s advice

Zen Destination

As the Open golf chugged along to its unusually inevitable, and for new champ Oosthuizen delightfully dominant, conclusion, former Ryder Cup victor Mark James was providing dazzlingly dry-witted commentary. He divulged that his caddy when playing in America, “Adam”, in his ‘zen-like manner’, used to remind him, > “the pin

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