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You Couldn't Sell Water To A Thirsty Man

I’ve heard plenty of dismissive taunts in Boardrooms. “They couldn’t run a bath” being a particularly favoured put-down of a misfiring managerial subordinate. The slinging of such mud isn’t restricted to under-performing leaders. Bizarrely, salesteams seem to bear the brunt of executive ire. When it comes to

Even Lawyers Use Case Visualisation

2013 London thriller Closed Circuit. Barristers against each other and the secret services among a whirl of terrorism. Among the grandeur of English justice, the pic above is when the lead silk (on the left, sans wig) spots something I’m all over for the first time on the way

Why You Must Make Your Levelised Business Case

Levelised costs intrigue me. Spelt levelized in American, I first came across this term related to energy costings [https://evcricketenergy.wordpress.com/2012/12/01/levelised-cost-of-electricity-what-is-this/] (for where there’s even a wikipedia entry [https://en.wikipedia.org/wiki/Cost_of_electricity_by_source]). The concept acknowledges that you never

When Nobody Talks By Phone

[https://www.instagram.com/p/BoXKYugAL6W/] Weekend surfing I succumbed to the clickbait of It’s good to talk: Why the phone call needs to make a comeback [https://www.bbc.co.uk/bbcthree/article/ae27b784-1adb-4dc2-871e-c6842e4b66d0]. Triggered from the volume of phone calls dropping for the first ever time last

Unconditional Prospect Love

[https://aeon.co/ideas/beyond-reason-the-mathematical-equation-for-unconditional-love] This may well be of particular use if you realise you (or your team) are a touch techie. On a separate note, I have successfully in the past sought out an equation to help a slidedeck along. Again, especially where you’ve a technical-minded prospect.

Do You Pitch The Difference Between Fire & Help

> “If you are ever attacked in the street do not shout ‘help!’, shout ‘Fire!’ People adore fires and always come rushing. Nobody will come if you shout ‘help’.” This is one of the many wonderful wisdoms [https://www.telegraph.co.uk/women/politics/top-trumps-baroness-trumpingtons-11-best-quotes/] of a 96-year old called

Details To Put Your Cherries On Top

Yes yes, the strive to be the best you can be is a well trodden mantra these days. From Sir Clive Woodward [http://salespodder.com/?s=Woodward]‘s rugby driven one-percent improvements, through Sir Dave Brailsford [http://salespodder.com/?s=Brailsford]‘s seismic cycling marginal gains to an overall acceptance

Smart Meter Dopey Demo

I witnessed a horror show. After installation, the explanation of a so called “smart meter” by a utilities engineer to the new users. It brought back old painful memories of seeing salespeople demo-ing software to prospects. The 2018 mistakes were the self same as 1998. The single biggest class of

Can You Spot The Difference Between The Designer & Chain Store Shoes?

[https://www.dailymail.co.uk/femail/article-6395343/H-M-releases-8-99-ballet-flats-look-like-325-Chloe-pair.html] Have you seen this week’s version of “The Dress [https://en.wikipedia.org/wiki/The_dress]“? Rather than splitting the internet down the lines of whether a frock was blue-black or gold-white, this head-scratcher concerns shoes. Which one of these

Congruence Selling

Let’s see if we can take off from a current buzzword our marketing cousins are using; congruence. This is where all elements of what you do must be congruent with your overall standpoint. Where each experience with you follows a central theme that confirms your uniqueness and value. One