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How Noting Your Clients' Windscreen Phenomenon Lets You Splat Competing Bugs

[http://www.dailymail.co.uk/news/article-4998832/The-flying-insects-planet-depends-plummets-75.html] How’s this for a mainstream media headline [http://www.dailymail.co.uk/news/article-4998832/The-flying-insects-planet-depends-plummets-75.html] ; > Where have all our bugs gone? The flying insects the planet depends on plummet by three-quarters sparking fears of ecological armageddon The story

Shortening Song Intros And Your Pitch

I read yet another so-called entertainment thinkpiece mourning the passing of the ‘great epic song intro [http://www.bbc.co.uk/news/entertainment-arts-41500692]‘. The story goes that no pop songs have intros any more. Everyone starts off by singing rather than instrumental crashing-cum-noodling. With the listener all the poorer for

Pitch Placement The Angry Birds Way

I remember long ago advice on arranging a Board Meeting agenda. It included the instruction to always have that item for which you most desire to seek agreement immediately follow a previous one which was both contentious and likely to find no agreement reached. The theory being that subconsciously, after

Logo Memory Test Transposed Inside Your Salesteam

[https://www.boredpanda.com/famous-brand-logos-drawn-from-memory/] Here’s a lovely little workshop idea. Well suited to just prior a break, during a longer internal conference type shindig. Inside a fortnight of publication, this Bored Panda [https://www.boredpanda.com/famous-brand-logos-drawn-from-memory/] piece clocked up an astonishing 11 million Facebook ‘likes’. They asked

Is Your Comparator Horsepower Or Minicupcakes

I ran a jovial meeting with a sailing-loving prospect once in the late 90s. Where I revelled in comparing the extra money my then software wonder would make the business owner after they’d bought it. At the end of year one, amounting to around “two-thirds of a yacht”. It

Know Your Prospect-Universe Zeitgeist Tape

Thirty years on and the foundation of a former British Prime Minister releases a trove of personal papers. Among them [https://www.totalpolitics.com/articles/diary/zeitgeist-tape-how-thatcher-prepared-smash-hits-interview] , advice on the pop music trends of the day, alongside a copy of the typed out cribsheet of an ordinary, everyday basket of

Stop Your Digital Greige Pitch

I wandered through an exhibition of the latest business audio-visual kit. Instantly dazzled by looped kaleidoscopic footage teeming forth from every conceivable size of flatscreen magic. I discovered the sector’s concept of “digital blindness”. This is the problem of when every vendor or area in a retail space has

Who Falls For The Hot Hand Fallacy

Lovin’ the fact that rank outsider, Prof Nudge, won this year’s Nobel economics prize. Proving perhaps that economists are as useless at predicting their own winners as they are our future prosperity. On top of such delicious sales weaponry as friction costs, another of the manifold gifts Dr Richard

When 20pc Are Away 30pc Of The Time

Here’s some stats as plastered on the side of a conference wall. Talking about “collaboration” across multiple workplaces. The salesperson in situ informed me that 20% of workers spend 30% of their time working from home. I was reminded of another of these many figures, which suggested the happiest

Understanding Friction Costs

Friction costs are a fascinating subset of a solution selling objection. I first came across a similar theme in my early career (when selling what today is termed ERP) with the taxing issue of legacy data. Replacing an old system with a new one often gave rise to the daunting