Salespodder (Page 411)

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What Are They 'Open' To?

I got sent to another new biz first meet on Tuesday, and to prove I get all the glamour jobs, the company was on London’s dreaded North Circular Road, near Walthamstow stadium. And it was pouring with rain as I waited for a bus from the central station, eating

Attack Like Norman's Shark

I remember thinking Greg Norman was great. In my formative years, my sporting heroes were all True English Leaders; David Gower, Trevor Francis, Seb Coe. Legends one and all, with similar charismatic, elegant and unconventional qualities. Then I discovered golf. England could only produce personality-devoid characters (although amazingly Nick Faldo

More Damning Compliance Data

A wholesale/distributor with 250 telesales agents, and around 40 road-reps, I’ve spoken to about even more sales effectiveness during January are enjoying ahead-of-target sales as the new year gets underway. They’re investing millions with in-house programmers, sister Indian company development, customisation of the leading industry finance software

Overcoming Reticence Bizarrerie

Here’s an interesting angle for getting your foot in the door. I met a decent chap at a prospect, called Stuart Berkeley who shared some happily experienced views of selling. We got to talking about how lazy buyers can be. Surely when your job depends on showing you’re

Sales Call Log

Here’s a funny thing. How many sales organisations have a form that you’re supposed to fill in after every sales call? US mag Entreprenuer suggests one, as evidenced by this pdf [http://www.entrepreneur.com/uploadedfiles/images/formnet/sales_call_log.pdf] . Bear in mind this mag is

Does anyone love sales software?

With one of my boiler roomers recently becoming pregnant, I was sent into the cauldron of a new business first meeting yesterday. Having plenty of time on the train to prepare and dust off the festively enduced cobwebs, our meeting began with a discussion on the delights of crm. This

Robinson Sells The NHS

The Beeb’s approach over the past decade to pop-business shows is laudable. The only series I can recall being a dud was the Adrian Chiles pathetic ‘what do you do all day?’ nonsense. The rest all pursue a Radio4, Broadsheet type agenda, yet put across in plain English, and

Avoiding The Ugliest Process

Got reminded today of what a nasty little shock can hurt like, when a decent-looking prospect suddenly ran aground. I went on a sales training session run by the internal ‘sales ops’ guys of a software house I sold for in the early Nineties. One theme of the day was

Mercy Killings Early Doors

How soon into a new salesperson’s time do you terminate their contract on the basis of a lack of performance? Well, here’s a story to send shudders down any recruiters spine. It’s set just now in Jo’Burg. And as the world knows and connives, ‘affirmative action’

Funnelling Before Proposition

The New Year’s kicking in. All my customers don’t seem to stir from their slumber ’til next Monday, so I’m taking the opportunity to do those chores salespeople hate; housekeeping. During my tidying up, I’ve already come across some docs I picked up at a customer