Topic

quirky

ideas and experiences with a selling angle that come from left-field

Reaction To Budget Reveal

One of my customer reps giggled a story to me yesterday about how a buyer in the first meeting mentioned he’d set aside 15k for his planned purchase. Knowing he could supply for a couple of grand less, he responded with a cheeky ‘so you know what our kit

Global Deal Diss

Had an entertaining talk last night with a very successful rep that’s been selling boat loads of a technology product for the past ten years. The latest initiative from the top is to pursue national framework agreements with target country-wide accounts. Typically such firms have offices across several sales

Retail Mire Can Be Escaped

Enjoyed a groovy meal at a new ‘Mexican’ restaurant in Covent Garden called Wahaca, only open for about two months. Our waiter seemed enthusiastic yet in a rush. His first question was “have you eaten here before?”. The way he asked it, you could just tell he was expecting me

Provide Problem Peace Of Mind

A customer of mine’s moving from a split hunter/farming approach to embrace greater account management rewards. The reps seem excited about this, and one of them suggested that to truly succeed, they should consider the question: “what is the one thing you want from your relationship with your

Change First

I get frustrated by salesreps that seem set in their ways. I’ve been trying to show one particular team recently that a little tweak can make a huge difference to their performance. But they all prefer to stay doing what they’ve always done. They have a core product

Avoid Hairdresser Syndrome

A playful “discussion” between two programmers recently (in a sweet way, as they’re so precious about how their code looks!) reminded me of a trap that sellers should be conscious they don’t fall prey to. I heard it once referred to as the ‘hairdresser syndrome’. Ever gone into

The Generation Divide

I blogged recently on “latch-lifters [http://salespodder.com/know-your-latch-lifters/]” after one of many conversations I’ve enjoyed with the wonderful to speak to Steve Anderson. The other day he told me about a success he’d created after three years ago one of his senior contacts at a customer moved

Tiler No Grout Slouch

How often do you pick up a sales tip from a builder? Raging Man Utd fan Salie is turning out to be a winner. He’s renovating my pad in Cape Town. I must admit, I’m having a bit of difficulty trying to “manage” the process. When the workmen

There's Brass In Muck

Met a chap called Steve with the grand-sounding title of Head Of Strategy. We got to talking about all the ‘menial’ jobs that marketing should do for sales, but don’t, simply because they think that they’re beneath them. In reality, they are not menial, but they do suffer

Honesty Box Phenomenom

My pals consider me a bit of a poptart. Despite my advancing years, I firmly believe it’s perfectly acceptable to be into ‘pop’ music. My playlists encompass a broad spectrum, from the heaviest rock, to the smoochiest of divas, but pure pop pleasure is the centre of my aural