Salespodder (Page 394)

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Innovation Through Accretion

It’s a bug-bear of mine sure, yet I cannot abide both sales managers and prospects that fail to comprehend the true evolution (and thus value) of innovation. I read something recently that has given me two new toys. The first is to help explain to impatient sales managers why

You Get 3 Pops

The top rep at a client of mine has been on his patch for several years. I’m not sure exactly how long, but he talks of knowing customers for 17 years. As a reward for successful service, he’s just been given a new role. It’s what the

Avoid Trumpton Management

One of my clients is currently undergoing big change. Now, change is nothing new for any sales team, at least each year there’s always some kind of re-shuffle of things, but this one seems to be using a particularly large machete. The malaise was apparent in things like allowing

Shaking The Tree

Here’s an email I received this morning that held my attention. Adapting it could prove a useful and unobtrusive way of garnering interest from those suspects that you either know little about yet have their details, or those where contact has gone a touch quiet. The fella started off

Cold Call Like Adonis

I’m indebted to a friend of mine who passed me on a pdf. It’s a couple of pages with a blatant underlying message; anyone can quosh cold-calling phobia. It apparently comes from a self-help book aimed at turning shy geeks that crumble in front of a woman into

Cheeky Cold Voicemail

Here’s a nifty little line a fella called Tom passed on to me from one of my customers. He reckons that 7 to 8 out of 10 people he leaves voicemail messages for when prospecting call him back afterwards. To work for you, I think it’s best if

High Street Haggling

Dom Littlewood [http://www.dominiclittlewood.com/]could have been yet another loafer along the never ending yellow brick road of reality tv self-help gurus. I fell across his current show when seeking visual chewing gum in ever-rarer downtime. Yet glad of that I certainly was. In this programme, he aimed

Stop Demoralising High Achievers

Was a little saddened this morning to learn of a terrific rep and all-round good-guy leaving one of my customers. After ten years in his present environment, the family man is moving elsewhere in the global group. The reason for his move should help sales management check their incentive approaches.

Don't Miss Out On Prospect Theory

A truly fascinating concept I’ve just been introduced to is critical to a rep’s success. Prospect Theory was uncovered in 1979 by two psychologists keen to explain economic decision making (Daniel Kahneman & Amos Tversky). Their findings were simply that people are less likely to do something that

Appealing to the 'Number Geek' Buyer

I know a girl that’s a self-confessed geek. She professes to be a maths genius and can do demon sudokus quicker than I can work out my body mass index. So it’s unsurprising she’d be interested in a Horizon show from the beeb on how numbers can