Topic

new products

A collection of 259 issues

Key Security Indicators

I came across Key Security Indicators (KSIs) from a former client of mine’s training workshops. They sought to develop customer retention policies, during the Winter of 2005. The idea was to identify potential areas of risk in their customer relationships. Could you pinpoint their strength, and then the degree

CES Vegas Poor Pitch Brits

So the Las Vegas global gadget-fest that kicks off the year is always good to fill the airwaves in a slow-news week. The Consumer Electronics Show may not feature all the big boys, but wannabes and wonders abound nonetheless. Smart tellies, some that wouldn’t fit through my front door,

Beavers Foxes Dolphins Owls

[https://salespodder.com/content/images/wordpress/2012/12/597px-American_Beaver.jpg] I realise it is a touch self-indulgent to have so many sport related sales wisdom posts, but it is getting close to crimble. And England were truly magnificent in India. Here’s the opening para of one recent suitably

Chief Execs Can Also Need Sales Tuition

So Radio 4’s flagship Today news show has a feature called Friday Boss. On Friday 30 November, this came on around 0620GMT. It featured Keith Attwood, Chief Exec of a firm now callede2v [http://www.e2v.com]. Previously known as the English Electric Valve Company, back in the day

Highlight Like Google

Here’s something that sparked off loads of ideas for me the other day. I clicked on ‘compose’ in my gmail, and got this pop-up: [https://salespodder.com/content/images/wordpress/2012/11/google-new-compose-guide-box.jpg] And to the left of it, this also appeared [https://salespodder.com/content/images/wordpress/

On-Message Prompt Sheets

[https://salespodder.com/content/images/wordpress/2012/10/uefa-europa-league-prompt-sheet.jpg] There isn’t a single right-minded football fan that talks well of any, that is any, of the ‘governing’ bodies. One lucky journo found [http://www.telegraph.co.uk/sport/football/competitions/europa-league/9589131/Uefa-urge-clubs-to-talk-up-prestigious-and-dramatic-Europa-League-in-attempt-to-enhance-competitions-image.html] a delightful piece of

Your 'Customer Journey' Sales Funnel

I’ve just done some work helping a salesteam identify what we probably all know as “low hanging fruit”. They’re selling a new product and, as is always the case you save time and heartache with a little planning that finds several people willing to be among the first

Backstory

With the best ever, “happy and glorious” Olympics dutifully provided by London, this Monday saw the triumphant parade of the home athletes. Mention was often made by the covering commentators of ‘backstory’. Especially when lauding the paralympians. I first came across the concept of backstories when as a kid I

Creating Breakthrough Products

Here’s an interesting textbook from 2002 aimed at those tasked with coming up with new product ideas. The authors are professor of mechanical engineering and industrial design no less. Their main thrust was that, to use their marketing-speak, i) form and function must fulfil fantasy, and ii) you must

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 against