Salespodder (Page 384)

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Competition Conundrum

One of my customers was talking to me about how, with only one other player in his market space, he was never quite sure whether to ask if the competition were on the scene with a prospect. My immediate reaction was ‘no!’, never allude the to opposition. Best to focus

Think Of A Nudge Policy

Political phrase de jour, nudge policies, took up residence in this week’s chattering class tv. The theory is that (by implication, centre-left) governments have for years wasted their time telling people what to do. Instead, they’re better nudging people in the required direction. A recent success along such

Proposal Review Chuckle

I’ve always considered the proposal review meeting an essential part of decent-ticket solution sales. Getting key execs on board and putting yourself ahead of the pack is a must, and showing your in-depth understanding of where they want to go and how your usps alone can take them there

Contrary Training Impression

I just had a thoroughly enjoyable chat on the phone with a new rep at one of my customers. After several years selling internet services in both America and England, followed by a two-year stint selling art with his wife, he’s back in the corporate saddle and loving every

Ensuring Renewal Tactics

I spoke to client of mine the other day who was frustrated. They felt (in England at any rate) the irrepsonsbile media were stoking the fires to talk ourselves into recession. He felt that this was encouraging his customers to say to him, at ‘renewal’ time, ‘yes, we’d like

Remember The Business Case

Here’s a great line I got in an email from a customer. We were talking about how to create a better style of Proposal generation for a breakthrough new product of theirs. “…we can often win without a perfect [business] case. That said, a good case never lost a

What Makes A Good Proposal?

One of my clients is having an overhaul of how they present Proposals to prospects. They’re conscious that attempts at making production of such compelling sales collateral easy for reps have failed beforehand. A previous English regime spent many long hours creating a standard document, from which a 71-page

Stay In The Present

During the gripping Wimbledon final yesterday, 4-time semi-finalist Tim Henman commentating made a fascinating observation when Nadal, so strong throughout, began to wobble when failing to cross the finsh line, twice over, surrendering chances uncharacteristically meekly to not win in three-straight then four. He shared his experience of sports psychologists.

Let's See What Happens If…

On my mini-project to sell the first batch of a new product beyond my current client community, I’m trying all sorts of things. I’m partly inspired by the words I remember from Brian Thomas at a direct marketing seminar in the mid-90s; “always be testing”. It was a

Saville Row Touch

Well, actually Jermyn St, but a similar gig. Albeit not as well established for bespoke as the world famous tailoring mecca Saville Row, the other side of Piccadilly in London’s West End, Jermyn St has become a fella’s smart-casual paradise. I’m lovin’ as always Mary Portas [http: