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Don't Pitch Like Polaroid CEO

I caught Scott Hardy promoting a trio of new products at CES 16. He runs Polaroid. Sadly I cannot find video of his pitches to Sky News’ Martin Stanford. A shame because they could have been a sales case study in how not to do it. Let’s start with

Price List Crossover Winners From Coffee Shops

[www.peets.com] More retail-solution sales crossover. San Francisco. Peet’s Coffee & Tea House [http://www.peets.com] pre-dates Starbucks by five years. I got too tucked into their decadent raspberry mocha (above). Cape Town. The Creamery Cafe [http://thecreamery.co.za/]. Craft ice creams with coffee meant I took

Sello Narrans And Your Memorable Fairy Tale Pitch

I couldn’t help but notice sales trends 2016 articles fizz through my feeds this month. They all seem strangely similar to those I skimmed twelve months ago. Embrace social media (‘social selling’), focus on (unconsidered) value, the splintering of sales ‘tech’ (‘sales development software’, anyone?), even adopt apps for

African Bank Knows Its Numbers

Do you know your numbers? I am constantly saddened when I meet salespeople and ask them for the first time what their numbers are. This is because they almost always haven’t a clue. Knowing such is fundamental to a winning sales process. What’s more, if you don’t

Why You Need Both Natural & Striver Origin Stories

So I caught a business telly slot on our unconscious bias towards natural talent over hard work. Which surprised me greatly. Research was presented by Chia-Jung Tsay. An assistant professor at the University College London School of Management. She apparently has a particular interest in hidden psychological biases. It seems

People Like Packages They Don't Like Effort

> “People like packages, they don’t like effort” A line thrown my way the other day. By a technical buyer. It brought to mind the debate I’ve often had to grimace through. Modules versus Bundles. You think of the b2b equivalent of the restaurateur’s A La Carte against

Simple Imagery Peril & Presence

[https://salespodder.com/content/images/wordpress/2016/01/hillary-h-logo.jpg] One of the American news networks conducted a forensic examination of Hillary Clinton’s current Presidential campaign logo. Perhaps inspired by this good ‘designer daily [http://www.designer-daily.com/the-great-hillary-clinton-campaign-logo-controversy-52451] ‘ summary. Whatever your left/right lean, the adopted capital H

Are You A Genuine Fiat Lux-er?

Fiat Lux. Literal Latin translation; let there be light. I got into such phrases during a chat with an IT geek (or should that nowadays rather be IT expert?) talking about being an enigmatologist. This (apparently from the old Greek word ainigma), means “someone who studies and writes mathematical, word

Have You 13 Shades Of Black Like Rolls-Royce?

Not that they need bloggers posting about their latest new model. Rolls-Royce are launching a major new car. Going retro for an update on their 1952 classic, Dawn. Plenty of free publicity accompanies such plans. One such gushing piece filmed inside their Southern English factory in Goodwood. Perhaps craftshop is

World Record Stand-Up Comic Doesn't Wing It So Why Should You?

[www.peterkay.co.uk/] Comedian Peter Kay [https://en.wikipedia.org/wiki/Peter_Kay]2012. The Tour That Doesn’t Tour, Tourbecame the world’s most successful. Ever. Its fly-on-the-wall is superb; live & back on nights. Remarkably it contains one killer Sales insight. > Practice. Seven years after his previous tour,