Salespodder (Page 413)

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Avoid Golden Envelope Cultures

I was let in on the privilege that Golden Envelope Cultures do not work. This means environments where to keep valued employees, you give them more money every time they voice ambitions to move on. The wholesale/distribution guys I met that told me this took over two years to

Given The Game Away?

Met a decent chap this morning running a funky scene-setting business through lighting controls. Turned out they’ve only really one salesguy on the road, so not really a prospect for us (I’ve given the appointment-arranger suitable lashings whilst repeating the word ‘qualification’ in latin). He did recount one

Lessons from Stockbroker Scams

Waiting around for the Arsenal Man U showdown this Sunday, I skimmed the Sunday Telegraph’s Business section. Apparently, some shady cold-call operations are netting an obscene £600k a month conning unsuspecting gold-diggers. The scams come in various guises, including: * selling ficticious shares, even creating fake corporate websites to back-up

Another cold call approach

Searching for an evolution of a pitch for one of my products, I surfed the web to see how people may pitch something that’s brand spanking new. In doing so, I came across a small biz university site, and their advice on how to make a cold call [http:

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