Salespodder (Page 391)

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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

Watch Your Parking

Rocked up for a meeting with a first-time prospect, only to be ridiculed for wearing a flasher-mac. And I was sure it was trendy. Thankfully, whilst our fashion sense differed, our sales-sense converged. One key area we discussed featured objection handling. The frustration with reps not self-analysing enough cropped up.

Selling To Sellers

“When I were a lad…” Yes, buckle in for a trip down memory lane. In the 80s I was involved in selling computers. They were easy to spot. No matter how new they were, they always looked grubby. The screens weren’t much better. Epilepsy inducing green flickering text on