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Pie-Chart Meeting Wedgie Run-Throughs

One for sales management. An outfit I promised not to name have regular sessions they call pie-chart meetings. Each person in turns talks through their ‘wedge’. They’re really about managing throughput. The team gets together and a piechart is projected on the big screen. A specific factor is singled

Make Impression With Whiteboard Space Like Mensch Artist

How good are you at Whiteboarding? Genuinely a winner? Then well done. Sadly you’re in the tiny minority. You should never miss a chance to leave something intriguing on a prospect’s flip chart, proudly displayed for the room’s next occupants to marvel upon. I often run sessions

Are You Selling Like Ecstatic Iceland Football Commentator

Today the internet is owned by an Icelandic commentator. As his minnows – the smallest nation ever to reach a major tournament finals – scored a last kick winner to progress into the knockouts, he went wild. Same audio below, but why bother with seeing out on to the pitch? Wow. So

Respect The Reverse Robin Hood To Maximise Acting On Incoming Leads

I witnessed quite a scene in a sales office recently. Marketing had run some kind of campaign. A response phone number set up went to an administrator. The lead was due to be logged and passed on to Marketing, who’d inform someone for a follow-up. As you may imagine,

Do You Harness Business Transformation Questions Like Global Outsourcer?

I saw that huge outsourcerer Wipro [http://www.wipro.com/] sponsored the pre-Wimbledon warm-up at Queens last week. I came across them a couple of years ago. It was via their apparent ‘green’ credentials. I noted that one corporate intro vid at the time was built around the following slides;

The Coke Habit Giving Sales A Bad Name

Sugar. The new tobacco. Big Sugar way worse than Big Oil, Big Pharma and any other dastardly Big-ly you care to name. I know this because I see fat people. And I recently learned of the scandalous suppression [https://www.theguardian.com/society/2016/apr/07/the-sugar-conspiracy-robert-lustig-john-yudkin] of Pure, White

What's Your Prospect's $400MM Wind Test?

The British government has just built a new airport. Lifeline to a remote community. Its cost has so far ballooned to £285 million. Yet seems doomed to never see a plane. As Napoleon supposedly said whilst exiled there in 1816, St Helena does indeed seem “an accursed island”. As a

The More Seductive Referendum Phrase Pushed Instead Of Change

Change. Arh. Everybody loves progress, but nobody wants change. As every successful solution sales person knows. And has probably mentioned to many a prospect. By definition, we sell change. Yet at times wonder how we ever came down from the trees. Or ventured out a cave. Let alone signed an

How Technical Reverse Engineering Of Car Seat Mumprenuer Can Inflate Your Sale

Here’s a clipping this Summer about newly successfulBubblebum [http://www.bubblebum.co] inflatable car seats Beyond the surface layer of entrepreneurial never-say-die spirit, there’s a decent tip here on how to overcome naysayers. One of my most hated traits I encounter is when people tell you something will

How Clibanarius Erythropus (A Tiny Hermit Crab) Can Raise Your Sales

[https://www.facebook.com/BBCSpringwatch/] A tiny hermit crab. Clibanarius Erythropus. What on earth could such little critter have to do with making more sales? Well. What a star crustacean. Torrey Canyon. 1967 [https://en.wikipedia.org/wiki/Torrey_Canyon_oil_spill]. One of the world’s worst ever oil