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Roaring Back

From the Yale Professor that brought you the finding that “moods spread like ripples through friends”, comes a coronavirus pronouncement. Recovery will come. Phew. Yet Winter sure is long, hey. The message comes from clickbait pr of ‘social epidemiologist’ Nicholas Christakis’ latest book, Apollo’s Arrow: The Profound and Enduring

The Most Difficult Sale Of All Is The First

Ad-land’s irrepressible Rory Sutherland, musing about a strangely absent widespread UK take-up of solar panels; > “What’s patently clear is that maybe the most difficult sale of all is the first solar panel on the street. Once there’s one solar panel up there the second sale becomes

Last Minute Data Glitch

> The deal is done. pic.twitter.com/zzhvxOSeWz [https://t.co/zzhvxOSeWz] — Boris Johnson (@BorisJohnson) December 24, 2020 [https://twitter.com/BorisJohnson/status/1342123159181516802?ref_src=twsrc%5Etfw] Christmas Eve saw surely the largest ongoing negotiation in the world complete. The Brexit deal was done. Against so many odds,

Presentation Persuasion via Troy Andrews

Here’s a ten 10 minute slot from Nudgestock 2020. A now annual behavioural economics/science gathering. This year, as have so many ‘festivals’, gone global and online-only. Troy Anderson sets out what he calls his Presentation Persuasion Strategy Tool. Based around his version of an A – B – C. Crafted

4 Ways To Make Change Happen

Nudge co-author Cass Sunstein gave a twenty-minute distillation at Nudgestock 2020 of How Change Happens. He lists a quartet of factors that when in your favour, enable change to take hold. Without going into the full behavioural science, here I rather try and suggest how each one applies to a

Change One Letter Or Word

Apparently dating back to 2005, one constantly recycled meme [https://twitter.com/hashtag/oneletteroff?src=hashtag_click] asks how funny you can make a film title or band name by changing just a single letter contained within. Seemingly since becoming labelled one letter off [https://knowyourmeme.com/memes/one-letter-off-movie-posters], even

Wanna Get The Most Out Of It?

> “This, alas, is fairly typical of the engineering mindset, which would rather spend £1,000 on technology than spend £1 on telling people how to use it.” “This”, to which Rory Sutherland refers, is a King Canute obstinacy that can be expanded to cover just about any business exec

Dickensian Pitch Map

Reminded this time of year by his classic three ghosts of Christmas, I’ve added to the great novelist’s original trio of his motto; > make ’em laugh, make ’em cry, make ’em wait, make ’em buy. Tagging on a fourth at the end. We are salespeople, after all.

Add BITE To Your Political Analysis?

Political mapping is an area I field many questions in. Even salespeople pathologically disposed against selling “systems” are often fascinated by a tool or three that can help them visualise the potential machinations at play prospectside. -------------------------------------------------------------------------------- Perhaps the simplest of entry-level models can be adapted from the discipline of

Bidiom

Have you and your prospect a special word? No, not that kind… One that uniquely frames all that’s going on with your current bid. From problem source, identification and manifestation. To solution construction, deployment and impact. What will be gone. What will be done. It can be an actual