Topic

grapevine

A collection of 653 issues

BT Salesteam Refresh

A division of global telco, BT, decided on a major overhaul of their sales team. It took two years and by the account of the person who shared this with me, the results were spectacular. Although painful to reach. They secretly deployed just three criteria; > last year’s performance

STAB

Here’s a cheeky acronym picked up from an Aussie contract Miller-Heiman trainer. We’ve all heard the mantra, “never assume anything”. Then someone writes the word on a whiteboard; ass-u-me. And says to ‘assume’ makes an ‘ass’ out of ‘u’ (you) and ‘me’. Well, now you can add s-t-a-b

Bring Something To Life

A friend of mine recently enjoyed some hardcore media training. It was delivered by a regional CEO of Ogilvy & Mather. We got to talking about what was good about the session. Turns out the chap showed a video of Steve Jobs. It was from perhaps the mid-90s. He was

BP Cost Cut Rebellion

[https://salespodder.com/content/images/wordpress/2012/06/bp-logo.jpg] Here’s a story a friend of mine told me from within the walls of one of the world’s largest companies. Petrochem giant BP have a shocking brand rep. In my view Big Oil is as likely to create

Impress Through Strategy

Brushing up on a bit of strategic formulation for a specific exercise I was involved with, I happened across an article suggesting that most Executives could not articulate [http://www.leader.co.za/article.aspx?s=6&f=1&a=1873] (because they did not know) their firm’

Being Different

I just helped with structure and delivery for a key presentation at a large multinational, multi-day industry conference. The brief was to provide information on one particular current hot topic. During the session, five separate speakers would talk for 15 minutes each, be able to answer two questions straight after,

Another Slice Of Net Promoter

[https://salespodder.com/content/images/wordpress/2012/06/zone-alarm-nps-prompt.jpg] Here’s what confronted me when logging on to an old sofa laptop returning from some travels the other day. Courtesy of firewall software. Whilst it is of course nowhere near as slick as examples I’ve blogged [http://salespodder.

Hide Behind The Slide

I’ve not read the big Steve Jobs biog. Someone I was coaching through a pitch framework the other day though was. They commented on how the Apple CEO revealed his view on slide decks when returning to the ailing company for his stint in the late 90s. Apparently all

Back-Fill Banish Bulge

Here’s a funny thing I learned the other day. One global sales company I know standardised on salesforce.com. They originally only paid commission when a deal was properly reported on in their chosen system. Yet reps would do the expected, and only fill-in screens once the deal had

Aimless Elevator Advice

I do love it when the Harvard Business Review publishes a Sales piece. Yet this recent one is a shocker. Not even the crimson crackerjacks get it right every time. They sought to inform us of what constitutes the perfect elevator pitch [http://m.hbr.org/12764/show/f4f0dcee7795da793a22f7c1e25a316c&