Topic

grapevine

A collection of 656 issues

Not Read Mail Pats

We had an in-house session looking at this secondary objection recently. It crops up after a suspect has requested info as part of their decision-making process on whether to see you or not. The drill should be familiar; you follow up at the designated hour, only to be told your

Change Over Plans

An American fella now living in England called David, does something differently from the rest of his team that I just found out about. Part of their responsibility requires an annual account management ‘re-visit’. When this takes place, all the other guys ask what the client would like. A kind

Terminal Decline Foresight

What happens when two cost-obsessed, investment-averse organisations embark upon the largest endeavour of its kind on the planet, where one has ownership transeferred during the project to a firm with no previous experience of that industry, and the other has repeatedly proven themselves as nothing more than an inept bus

Presidential Pitching

The London press overflowed with images of French President Sarkozy’s wife, a former Italian model yesterday. It’s amazing how such a splash of celebrity glamour practically eliminated coverage of the real serious issue of precisely what it was he travelled to say. I caught glimpses of selections from

Retail Shelf Fill Lesson

Caught the back-end of a reality telly show that could have been quite promising, all about how ordinary members of the public were given the chance to pitch for putting a food product onto the shelves of gigantic Tesco. For those unfamiliar with this supermarket brand, they’re often accused

Another Call Centre Casualty

For any reps struggling with back-office or customer service issues here’s a current example not only proving that the trend to use offshore call centres is reversing apace, but more tellingly, if you’re running your own telesales campaign, you need to train in more than just the promo

Sales Time Management “To Don’t-ing”

We all know what a To Do list is. Whether we write one down, tap it into our crm, use some freebie web or google app to hold it, or keep it in our heads, there’s always a ton of priorities and things to do. Yet here’s a

You Get 3 Pops

The top rep at a client of mine has been on his patch for several years. I’m not sure exactly how long, but he talks of knowing customers for 17 years. As a reward for successful service, he’s just been given a new role. It’s what the

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