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Pitch The Shuttle Not The Train

There’s plenty of coverage right now for the 25th anniversary of the terrific Channel Tunnel. From idea to project go-ahead seems to have taken around six years gestation. A couple of years later digging began. Another two on and miners starting from each side met in the middle. Four

Your Chevron Flying V Arrowhead England Haka Face Down

As the official World Rugby caption ran; England’s incredible response to intense New Zealand Haka. The moment the world cup semi-final was won happened immediately prior to the starting whistle. An Englishmen, I am not alone in viewing the New Zealand ‘haka’ as one of the biggest disgraces in

Hourglass Buying

In similar vein to there now being a ‘skills shortage’ – which I know worries those desperately seeking new sales hires today – I’m reminded of the existence of the hourglass economy [https://en.wikipedia.org/wiki/Hourglass_economy]. Here’s a 2014 [https://www.telegraph.co.uk/finance/jobs/11082872/

Eddie Jones Dressing Room Final Words

As I blog this, we await the mouth-watering semi-finals of the 2019 Rugby World Cup. During pre-match build-up, I heard former England scrum-half, Danny Care. He shared insight into the man-management of their Aussie coach, Eddie Jones. Widely considered by those worked under him to be up there with the

Happy Ears Syndrome

I did chuckle at this phrase I heard recently. A wizened operator described an age-old malaise, afflicting too many an inexperienced sales meeting with a prospect. Where the prospective vendor thinks everything went great. The potential client “loves” them and their product. Yet once left, the simple “A-B-C” of questions

Your Holacratic Three Priorities

There’s plenty of chatter right now about grassroot quasi-political movements. Bands of disparate activists who mobilise together to try and face down some seemingly enormous, heinous perceived foe. They prefer to ‘organise’ around cell structures, co-ordinate without appointed leadership, and use snap polls on messaging apps to determine protest

High Tackle Protocol Selling

The absorbing 2019 Rugby World Cup moves into its knockout phase this weekend. One key feature is the latest revision of the high tackle laws. It is a contact sport yes, but there shall be no contact with your opponent’s head. The protocol that the match officials must follow

Who's Your Win Report Troncmaster?

Here’s the words of a billion-dollar Divisional business tech Head. Explaining to me one of the perils of internal sales messaging; > “…we do plenty of Loss Reports, so so many, but no Win Reports – only ever the odd perfunctory ‘Congrats to Fred, who says well done to Harry

How Many Seconds Have You Or Your Prospect Got?

I happened upon a digital agency. On their homepage, I was delighted to find writ large the above ‘problem statement’ teaser. I remember meeting the very first such outfits back in the mid-90s. They were mainly all about the tech. Occasionally you’d meet one that’d come from a

Trade Show Buzzword Bingo Stifles Sales

An addition to the recent (especially slide-based) presentation tricks gleaned [http://salespodder.com/show-ads/] from a trade fair I walked around in the heart of Conference England. This time, reading the “selling” language used by the 75 companies showing their wares. Warning. It wasn’t pretty. First, let’s make