Salespodder

Latest — 14 Oct 2026

How Prominent Are Your League Tables?

The very first salesroom I ever walked into. A whiteboard adorned one of its 'modern' prefab walls. Just three columns. No border taping, no underlining. Each row; deal value (margin amount), Customer Name, SRs initials. Written up by the seller themselves, the moment the order came home. Then

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Watson's Success Blueprint Sales DNA

The co-cracker of the Double Helix wrote up his 'rules of thumb' for success at the end of an indisputably successful career. Whilst focused from a pursuit of 'science', the thirteen rules are readily applicable beyond his field. Let's expand these selected five with

AI Agent Cavil

'same dog, different fleas' Or vice versa. Doesn't really matter what Gordon Gekko famously said back in the Greed is Good late 80s when dismissing the claims of a supposedly cut-price stock. As cubrep, with a bagful of crest-riding Enterprise reporting tech under my arm, one

Managerialism Qualifier

There's been much handwringing in England over the red tape lunacy thwarting essential infrastructure builds. The world's costliest railway decades delayed. The world's most expensive nuclear plant possibly eclipsing the record for most expensive building ever. Projects with eighty thousand page compliance docs costing

Iterate The Process

"almost everything impressive is accumulated revision disguised as talent" A postscript to the recent reminder sparked by the same guy. In case it wasn't quite explicit enough last time, your winning sales process that elevates you to superstar performance long-term is not static. And yes, an

Have You a Socialist Economic Calculation or Knowledge Problem?

Socialism bad, Capitalism good. Just in case your media feeds have made that crucial distinction waver for you lately. Put it on a t-shirt. It's a long time since I touched on these at uni. An all too brief moment on the Austrian School. The former, original summation

Process over Outcome reminder

"the universe rewards intensity of process but deeply punishes identification with outcome" - signüll 15 Aug 2026 So says a presently influential 'personal ai agent' developer. Which I deem worthy of re-posting because it is right. There's a couple important guidelines this also brings

Mistake Pattern Habit

When assessing prospect proclivity to our pitch, I have often down the years shared with solution sellers what I termed the Fleming Framing. Specifically then suggesting they follow the Goldfinger Law of Bond. When reading the original source paperback, boyhood me was struck how the 007 author split his novel

Human Written Doc Stamp

At the explosion of ChatGPT, I was asked to add a profile for a project team pitch. The kind of thing standard in fairly decent-ticket Proposals. Where a potted (glowing, natch) career history of the main deliverers revels in its own appendix. Duly crafted, I added a line at the

It's the Emotion, Stupid

A chad for our times. We strip out the famous ’92 US Presidential election-winning mantra “economy” and replace it with the “emotion” of the relationship connection we have with our buyer. You have also seen the tsunami of claims that we have arrived at the “agentic” phase of AI. You