Salespodder (Page 383)

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Promote The Value

Surfing the web for sales sites one evening, I happened across a couple of great blog posts ran by a sales training company. One particular I wanted to comment on, but unfortunately they’ve turned off the functionality. It was about how to handle the often thorny issue of telling

Tech VC Pitch Tips

Most reps I know don’t get über-geeks. Whether it be the billionaires that strike gold ten minutes after founding internet giants like Google, Myspace and Youtube, and the similarly vulgar-rich from pre-web software land-grabbers like Gates, Jobs or Ellison, or right through to the ‘kid’ that sits in a

Gold Medal Performance Needs Gold Medal Coaches

The time-stealer that is rolling TV news served me up a preview of the women’s golf open from Sunningdale. Not in the remotest bit interested, my ears alerted when hearing that England World Cup winning coach Clive Woodward was overseeing the path of a promising 20-year old from near

Selling Power Video

I receive email’s from America’s Selling Power magazine that I often save up for a coffee break and click on their newsletter. It tends to have a handful of articles and usually one will jump out at me and provide five minutes of thought provoking material and insight.

Pair Of Points Preparation

I recently happened upon an interview with Jeff Randall, presently offering ballsy right-of-centre opinion for The Telegraph [http://www.telegraph.co.uk/money/main.jhtml?menuId=242&menuItemId=8847&view=COLUMNIST&grid=F7&targetRule=14] and a lively weekly Sky News [http://news.sky.com/skynews/

Doubt Is Our Product

Aka, doubt is our friend. I heard these words in a drama from the mouth of a lobbyist. There are two viewpoints I’ve encountered in selling that I deplore. Overwhelmingly, it is nearly always the case that I bewail how anyone that promotes the status quo can live with

Use Their Language

I don’t know about you, but I’m quite proud of my education. There’s a part of me that enjoys using unusual words. I don’t do this to patronise, but to add illumination. The other day I prompted a pal to ameliorate a situation, and he remarked

4-Phase El-Pitch

Occasionally I meander through the online broadsheet small business guides, and one such journey the other evening stumbled across an English perspective on the Elevator Pitch. First things first, it’s a Lift. Why use 4 syllables when just one alone is perfectly sufficient? Credit to The Times [http://business.

Within 2 Weeks Max

We’ve all been there. You excitedly book in a first meeting with a brand new prospect on the phone. It’s in your diary for a few weeks. You fire off confirmation of time, place and agenda. You make other plans fit around the date. Then inexplicably, when you

Your Personal Channel-Force

Spoke with a pal of mine working inside the colossus that is IBM. Salesteam morale has just taken a bit of a battering, as the structure of all sales contracts has just shifted due to economic slowdown fears. Whilst Management claim the high-achievers will do better, the water-cooler chat is