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Scripting Prop Distinction

I often get asked to read a mail, doc or Prop, ripening prior sending prospectwards. I resist that most tempting of compulsion, so do not rush into the reeds of editing another's work. One recurrent theme, seems general acknowledgement that writing your most formal language is best advised. Particularly with

Offering Comfort

I came across the phrase of this post title as recounted by a couple who sold their data company ten years in. It relates to the three-ish years of readying their exit. When interviewed, Data Shed co-founder, Anna Sutton, revealed in The Times; The phrase I kept hearing throughout the

Helping Coffee Badgers Buy

A lot of talk around changing workplace trends is of the where. Fevered debate around mandated days in the office, hybrid boundaries and WFA distance. Mixing varying levels of presence flexibility is one thing. Now it appears such flexibility reaches the when. Building on classic work/life balance tropes. For

FOBO & How To Beat It

ꜰᴏʙᴏ; the fear of being obsolete. The current infestation in the workplace sprouting from ꜰᴏᴍᴏ. This appears coined in the light of the recent explosion into the worker psyche of AI. Yet applies equally to any tech-driven threat to the little piece of commerce that we've managed to carve out

Built On 2021 Yet?

'Few companies have systematically institutionalised what they learnt from their Covid-19 experience' précis of Martin Reeves, chair of Boston Consulting Group’s BCG Henderson Institute How does your sales operation stack up on this observation? What was there to learn from? Not just from video calls but Remote Sales in

USP Unusuals

“There are only so many ways you can overcome a challenge . . . I don’t believe in unique selling points; it’s often about unusual selling points. All you’ve got to do is have multiple unusual things that you do that not everyone’s doing. So that’s mainly what

Tenderwang

I was recently reminded of experience a while back where a big corp's internal governance required for potential supplier events upon upcoming issuing of a tender. You may have been to the type of gathering. Typically at RFP/ITT (sometimes RFI too, but likely not RFQ) stage. All those who

When Draining the Swamp of Frogs

Since spotting Sales value in the abrupt cancelled expansion of Europe's largest transport infrastructure construction this week, I learn of a foundational reason for the UK's inability to build anything big. Some cite the difference between English common law and the continental neighbours' Napoleonic principles. In the former, rights emanate

Video Meeting Infrastructure Switch of Billions

"the economic case has massively weakened with the changes to business travel post-Covid" UK Prime Minister Rishi Sunak's words this week. Significantly diverting resources, focus and funds - he cited a figure of £36bn, commentators offer numbers north of £50bn - away from the fiasco that grew from attempting to

Fringe Connectors

I recently learned from an old headhunter pro about how they ease themselves in or out of each week as a team. The network share. As part of their recruiters' 'huddle', each person is expected to pass on potentially vital new insight into their arena, as gleaned from a noteworthy