Topic

grapevine

A collection of 648 issues

Avoid Trumpton Management

One of my clients is currently undergoing big change. Now, change is nothing new for any sales team, at least each year there’s always some kind of re-shuffle of things, but this one seems to be using a particularly large machete. The malaise was apparent in things like allowing

Shaking The Tree

Here’s an email I received this morning that held my attention. Adapting it could prove a useful and unobtrusive way of garnering interest from those suspects that you either know little about yet have their details, or those where contact has gone a touch quiet. The fella started off

Cold Call Like Adonis

I’m indebted to a friend of mine who passed me on a pdf. It’s a couple of pages with a blatant underlying message; anyone can quosh cold-calling phobia. It apparently comes from a self-help book aimed at turning shy geeks that crumble in front of a woman into

Cheeky Cold Voicemail

Here’s a nifty little line a fella called Tom passed on to me from one of my customers. He reckons that 7 to 8 out of 10 people he leaves voicemail messages for when prospecting call him back afterwards. To work for you, I think it’s best if

High Street Haggling

Dom Littlewood [http://www.dominiclittlewood.com/]could have been yet another loafer along the never ending yellow brick road of reality tv self-help gurus. I fell across his current show when seeking visual chewing gum in ever-rarer downtime. Yet glad of that I certainly was. In this programme, he aimed

Don't Miss Out On Prospect Theory

A truly fascinating concept I’ve just been introduced to is critical to a rep’s success. Prospect Theory was uncovered in 1979 by two psychologists keen to explain economic decision making (Daniel Kahneman & Amos Tversky). Their findings were simply that people are less likely to do something that allows

Appealing to the 'Number Geek' Buyer

I know a girl that’s a self-confessed geek. She professes to be a maths genius and can do demon sudokus quicker than I can work out my body mass index. So it’s unsurprising she’d be interested in a Horizon show from the beeb on how numbers can

Japanisation Incentive

This technique rocketed salesrep retention from 50% to 97%, and made the area implementing it the highest performing one in their Group for a business information vendor a couple of years ago. It comes from the way car factory workers in Japan are financially rewarded when hitting their output targets.

IFSC; Another Sales Process

A fella selling information for a living talked me through his telephone patter the other day. Prospects tend to have to have what he sells, but replacing incumbents can be tricky. He’s developed a simple process enabling him to end conversations with a question to gain a meeting to

Having A Pro-active Reason

Met the Head of Sales at the UK’s 67th largest privately-owned firm this morning. Saw their rosta of 70 telesales providing IT kit for resellers. One interesting morsel I picked up, was that with a total client base of around 2,200, they’re expected to speak to each