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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

Fly Crash Adapt

Here’s a piece of Autumnal prose in the FT, triggered in part by the calamitous England public sector track and trace system, from ‘everyday economist’, Tim Harford; > “…the possibility of rapid learning. When the aeronautical engineer Paul MacCready was working on human-powered aircraft in the 1970s, his plane

Call Now For Your No Obligation Free Chat

We all know this kind of strap. Such CTAs have a pretty bad rep. ‘No salesperson will call’. So it was with much relief I came across this noticeably different website contact ‘call to arms’; > Unsure? CLICK HERE to book a FREE telephone chemistry call to see how we

Body Language Reconnect Unlike Health Boss

Get Your Hands Out Of Your Pockets. It is not cool. It is slovenly. It betrays how you might really think about what you’re on stage pitching, or worse, the assembled throng listening. And is such poor etiquette too. The number of presenters – crazily paid ones too – I see

Don't Be A Sales Quisling

Appreciating process is a Sales career treasure chest of ambition-achieving gold. To ignore process is treacherous in the extreme. Always on the lookout for the thought of others in this arena, I happened across q-u-i-s. As of March 2019 now seemingly defunct, it was developed by London-based consultants. The image

Prospect Enemy Cluster-Busting With Pareto-rona Ratio

The UK ‘nudge unit’ (founded in 2010 after the breakthrough behavioural science book of Sunstein & Thaler) assessed coronavirus transmission. Results reported towards the end of November found the infection’s version of the Pareto ratio; 60/8. Whereas Pareto back in the day may (or may not) have found

7 Rory Sutherland New Product Selling Tips via Book PR Podcasts

Extensive ‘Alchemy’ book pr during lockdown included these 160 [https://www.youtube.com/watch?v=SuK3FDVQDzM] and 150 [https://www.youtube.com/watch?v=GUxWKwSrCIk] (+transcript [https://thisten.co/vz9pf/HEkw9GXt8XjAL4r8AzTMTpPj24TU7RvDKVLLkYHd]) minute marathons boast the typical no-pause-for-breath brio of this lifelong Ad man. “The alchemy of this book’s title

Expert Turkey Upsell, If You Like

I always love to hear good selling in retail anyway. Especially when it readily applies to our commercial space. So I was delighted to read this piece of artful salesmanship, from a high street butcher (subscription req’d [https://www.telegraph.co.uk/food-and-drink/features/wont-mourning-demise-supermarket-deli-counters/] ); > Last Saturday I