Salespodder (Page 387)

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Admin Burden Overload

I’ve a client that has highly expensive sales software across the globe. Their management has long lamented that the reps never fill anything in on it. Not only should it have detailed transactional reporting of what happened on calls, but it should also hold key intel on what the

Credit Crunch Focus

The permafrost that is blanket media coverage these days loves talking ourselves into wobbles. This morning though, the English media were surprisingly reporting that the banks felt the worst was over for our current economic blip. That hasn’t stopped lots of companies issues dictats that costs must be at

The Woolmer Way

Bob Woolmer transformed cricket with his views on coaching. The success they bought included making my own following of Warwickshire so much more enjoyable as we dominated the early 90s English scene, before he moved on to S Africa and then, tragically, Pakistan. I myself came into contact with him

3 Pointers on Partnership Pitches

Having founded and developed start-ups myself, I’m always interested in people that create commercial ventures that aim to make money outside of greasing corporate wheels. As such one of my past-times involves understanding the current new media opportunities. A blog I consider terrific in this sphere relates to ‘music

The Deathly No-Brainer

I was reminded today of the technique attributed to John Lennon. He apparently thought some of the best inspiration for lines and songs came from random people on TV, so took to having a notepad permanently by his side as he watched the box. Flicking through a S African mag

We're Now On Two Point Zero

One of my cold-callers ran into an obstacle when the person reached claimed they’d already met with us in the past. So, knowing all about us, they declined our kind offer of a meeting to became acquainted. It must be almost ten years since I last witnessed this objection

Not Read Mail Pats

We had an in-house session looking at this secondary objection recently. It crops up after a suspect has requested info as part of their decision-making process on whether to see you or not. The drill should be familiar; you follow up at the designated hour, only to be told your

Subliminal Keenness Counts

I’ve conducted a few interviews lately, looking to add another winner or two to the Cape Town team. Seeing exclusively graduates, I am astounded at the lack of interest their universities appear to show in helping them gain employment. One striking example of being left to their own devices,

Change Over Plans

An American fella now living in England called David, does something differently from the rest of his team that I just found out about. Part of their responsibility requires an annual account management ‘re-visit’. When this takes place, all the other guys ask what the client would like. A kind

Start With End In Mind

I took time out from my normal day-job for a meeting on a fresh endeavour yesterday. It was a strange forum in the sense that depending on what transpired, I was potentially both selling and buying. I hadn’t convened the meeting, so I didn’t “own” it, but I