Would You Use Dirty Tricks?

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  ashermathew08/16/07 Report as spam
  1

  SEC Filings

  I think that uncovering SEC filings data only pertains to public companies. Please correct me if I am wrong.
  
  Regards,
  Asher

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  Geoffrey James, Sales Machine08/16/07 Report as spam
  2

  SEC

  Quite true. If the competitor is not publicly held, you'd skip that part.

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  Sales10108/16/07 Report as spam
  3

  Dirty trick, or valid tactic

  In response to this article I have to ask the question, is this really a dirty trick, or simply the packaging of competitive information to avoid the sales stall liklely to result from a late entering competitor. Certainly I think the Sperry tactics are dirty and unethical, however I'm not certain that I would consider using publically available information about the weaknesses or flaws of a competitor being underhand. The reality is that we live or die (in sales speak) by past performance and that the best way to protect future revenue is to ensure you deliver the current engagement flawlessly. It is certainly a valid tactic in my opinion to defering a competitor, late entry or not.

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  mz18408/17/07 Report as spam
  4

  Not a Dirty Tactic

  Since both the SEC filing and Google Research are both publicly available information, then the sales person is not doing anything wrong by revealing information that is available to the public. As long as the publicly available information is presented in a manner that is non-badmouthing, then the sales person is utilizing great, publicly available research to their advantage.

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  frank@...08/17/07 Report as spam
  5

  Neither 'Dirty' nor a 'trick'...

  Using publicly available, true information is hardly a dirty trick. Making information up, distorting it, or using information obtained or used illegally (insider info, etc.) would be dirty...

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  jeft2k08/17/07 Report as spam
  6

  Position in an account

  If the sales guy's done his job then he has covered bases with the customer. The sales person should have relationships, allies and acces in the account the late comer can't have. The problem with tricks like that is that they can backfire. I have had sales folks removed because they tried to slime the competition. If someone brought me that doc with the filings / gogole info, I'd ask him to prepare one for his company too.
  
  I'm generally more alone in this than not. Some companies thrive on that crap and those tactics. Our industry / world doesn't is reflective of that.

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  brandbuddies@...08/19/07 Report as spam
  7

  Patient Focus.

  Interesting article/ thoughts,
  
  Let the competition worry about the competition - put trust before rapport with your prospect - be hungry on behalf of your customer before yourself - be transparent and inclusive in your decisions..
  
  It takes time to establish long term, high value accounts, what seems like a big sale today is a price which can never be justified by losing a client or industry trust through improper conduct.
  
  Personally I don't understand all the razzmataz which goes on with our industry.. There is no great secret to selling once you've established a reputation - tactics are for the followers not the leaders. Leaders dictate the game.
  
  Regards
  
  Robert Wright
  
  New Business Director

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  cjsamuels08/23/07 Report as spam
  8

  The answer is...

  No. If you have to think about it, either you or what you are selling is not up to the task of helping the customer. If the customer goes to someone else, then assume life is tough... which it is.

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  viruser09/04/07 Report as spam
  9

  RE: Would You Use Dirty Tricks?

  Interesting blog entry!!