Salespodder (Page 423)

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Avoiding the fob off

When I was a nipper, my sales team ran cold-call competitions a couple of weeks before Christmas. It was called the Goose Fat week. Whoever uncovered the most number of suspects won big, which meant finding people that planned to look into what we sold over the next twelve months

How to Dress

There’s such a difference of opinion in how a sales person should dress. With London experiencing crazy hot weather these past few weeks, with regular unheard of successive 30 degree days, I’ve noticed dress codes have finally become more sensible. It’s long been apparent that there really

Think Feel Know

It can be bizarre who you bump into when out reppin’. At a small packaging firm, couple of million turnover, the owner turned out to be a self-confessed ‘Life Coach’. He was into it so much, that he’d delegated his packaging responsibilites so was only now in one day

Rising Sshhun

Watched this Sean Connery flick last night for a bit of a wind-down. It’s a fantastic film to watch if you’re doing business in East Asia. I bet the original book (by Jurassic Park author Michael Crichton) is gripping. The film lacks something somewhere in translation to screen

Price is No. 7

“They Can’t Afford It” Had a preliminary meet earlier today with a sales manager at a packaging solutions provider. Their issue as an industry is buyers that only want to decide on price, when all the added value services (design capability, lead time, out of hours delivery, business empathy)

Skyrocket Your Sales, Part Two

Well, a ridiculous 36° in London today, and tomorrow could top the 100° day we had 3 summers ago. With a terrific breeze this evening, I thought it’d be the best time to listen to Chris Howard’s second disc. And I have to say, I was pleasantly surprised,

Generating new opportunities differently

Two separate experiences of mine today converged to the same point in my mind. They both suggested that for sales success, you’ve often got to think of extra ideas, and see them through, to stay ahead of competitors, or even generate new opportunites in the first place. The first

Forecasting categories

it’s long been my opinion that over-complication of forecasts is a disease eating away at proper sales management, whether by a rep themselves, or managers sifting through reams of spreadsheets. A pal of mine, Brendan Gillies, a winner originally from Glasgow currently selling in LA, firmly believes there’s

Dearth of a Salesman

Just seen programme two in Steve Coogan’s 1995 series Coogan’s Run. It’s the one written by the awesome Father Ted creators about Gareth Cheeseman. It was premonitorily called Dearth of a Salesman. He’s a truly awful, egotistical self-centred salesman selling the “Lancelot 2000 soundcard”. It’s

Quick Question for 1 in 4 Response

Was with a guy today I’ve a lot of time for that has just become, after takeover fall-out, the Head of Sales for a £¼bn business. One of his new teams, is a brand new part of the structure. An idea transfered from his new American colleagues, it’s