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The Death Of The Business Plan And Your Sales Plans

I recently read the 2015 update to Art of the Start. Guy Kawasaki [http://guykawasaki.com/] (currently framing himself as Evangelist Author Speaker) preaches that the business plan is no more. In its place the business pitch now rules. This is happily bad news for expensive hired hands who thieve

Should Sellers Ever Follow Ad Slogan Criticism

I heard a lady entitled “design correspondent” on the radio. Eliza Williams [https://www.creativereview.co.uk/landing-page/eliza-williams/] brought into my view rising criticism of current ad slogan output. Her two samples of the recently launched bad; > First Never Follows – Adidas Be Legacy – Stella Artois Her sole example

Are You Watching Your TED Spread

> “It’s funny how financial crises can turn niche data points into matters of national obsession.” So began Times columnist Harry Wilson, chewing over merits of the TED spread recently. What it is hardly seems relevant. A difference in borrowing costs between short-term US government and interbank markets. As

Which Jargon Puts Off Your Prospects?

I was involved in a discussion recently where an industry insider was frustrated with the accepted term for a key offering. He detested the phrase Managed Print Services. Abbreviated in his sector to the even more irksome initials MPS. He was clearly annoyed that, first, it failed to get across

Flatten Devastating Deal Flutter

From their page on aeroelasticity [https://en.wikipedia.org/wiki/Aeroelasticity] the wiki definition for “flutter” – so toss that coin – is “a dynamic instability of an elastic structure in a fluid flow, caused by positive feedback between the body’s deflection and the force exerted by the fluid flow”. I

Draw Your Way To Sales Success The Rio Olympic Team GB Way

[http://www.bbc.co.uk/sport/olympics/rio-2016/video/p045c8vw] Drawing is a skill I’m always keen to (re)introduce to salespeople. Counter-intuitively, sellers tend to shy away from leaping up in front of a prospect and let their marker pen do the talking. I was delighted to see

Thinking Thursdays

The Rio Olympics. Team GB win women’s hockey Gold. I avidly watched the entirety of their knock-out matches. Forget the fact that in both semi and final, vanquished opponents Kiwi then Dutch had all the play. Our girls never knew they were beaten. An incredible belief coursed through their

Sales Cycle Dominance From The Rio Velodrome

The vaunted “marginal gains” philosophy pioneered by all-conquering British cyclists once more produces peak performance in Olympic arenas. Continuous improvement has moved far beyond American-reject fed Japanese total quality management to underpin stellar sport success. At every turn during the Rio Games, there’s a story of how such forensic

Have You A Final Thought?

In between Olympiad sessions, I caught some good selling on telly. There’s a “supervet [http://www.channel4.com/programmes/the-supervet]“. An Irishman, he talks quickly with much indignation. He feels patients suffer at the hands of the medical establishment. Practically anyone that’s dealt with the NHS over several

Are Your Prospects Following A Collaborative Model With You?

[futurecapetown.com/] I knew a good friend at uni reading Town Planning. His favourite joke involved the sewage farm adjacent to the pleasure park. Ahem. Perhaps I follow Cape Town’s urbanistas [http://futurecapetown.com/] in part to prove we’ve moved on this past three decades. Above is a