Topic

grapevine

A collection of 650 issues

When Previous Price Is Maybe The Tender Clincher

Writing recently about the huge UK Lottery supplier switch, (click here [https://salespodder.com/what-uk-80bn-bid-win-tells-us/], with an earlier less savoury example also recalled here [salespodder.com/billion-dollar-tender-fix/] ), I was reminded about another recent public sector contract award controversy. Back in 2018, the latest ten-year arrangement to produce UK passports came

10 Sales Creativity Tips Via Cleese & Sutherland

A fascinating 50min podcast [https://aloadofbs.substack.com/p/john-cleese-and-rory-sutherland-on] featured comedy legend John Cleese with Nudger-in-chief Rory Sutherland talk through the vital conditions for creativity to shine. It struck me that if you swapped in terms from our Sales arena, much of their wisdom could be applied to how

5 Video Call Styling Findings Of An Accountant

I am unashamedly focused on video calls that sell. Yet many of the ways of getting what you want from video meetings apply to generally making any video call the best it can be. Speaking with an esteemed counter of beans, I was comforted to learn that despite not ever

Ferrari Cheapstakes

The Prancing Horse. A marque of the highest calibre. A culture steeped in the very best. That's the image. Yet I discover an alternate lens. A salesperson I know was selling into them. Their Stable's retail division. They won the order. The reason? > "We

What UK £80bn Bid Win Tells Us

Britain's National Lottery was long thought to be a licence for life for original victor, Camelot. They've held the spoils through all three decade-long contacts so far. Despite high-profile competitor bidding and subsequent lengthy legal opposition. As the fourth award came up for grabs, all concerned

Fast Fashion Clean Up

Circularity is a buzzword for retail clothing behemoths. Online ordering has led to an explosion in purchase returns. As one report [https://www.dailymail.co.uk/femail/article-10458345/What-really-happens-internet-shopping-returns.html] put it; 'one in three fashion purchases is now sent back - costing [UK] firms £7bn a year'

You Never Know What The Prospect Might Really Want

[https://salespodder.com/content/images/wordpress/2014/09/MAX18X.jpg] Here’s a story from a pal of mine. At the time – way back in the 90s – he was a beer salesman. And his office was, indeed, the pub. He had an aged car. By now, almost an ol'

Two Envelope System

I could hardly believe it. I was dismayed to just hear that the ridiculed 2 Envelopes System was still around. Even when I took my Enterprise Sales baby steps three decades back, it was mauled by many encountering it as a method of madness. Procurement Departments would insist on a

Have You An Off-The-Wall Plasma Objection Handle?

Heard an interesting response to the price objection just now. The solar panel sector – who call their wares PVs after the photovoltaic cells that drive them – often get the-sharp-intake-of-breath treatment from corporate building managers when first providing costs. As you might imagine, such a beast gets obsessed with unit prices.

Soaring Annual Switchover

Looking for inspiration for your annual bookend get-together? Then here’s another idea from the field. Huge engineering conglomerate BAE Systems. With their paws across everything from the biggest of aerospace tickets, through mega-defence spend to software. One division created a name for their end-of-year meeting; SOAR. To link with