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The Importance Of Seeing The Whites Of Their Eyes

[http://www.inc.com] If I were the twitterer, there’s an obvious headline to grab here… > @sellers OMG half of all vendors have lost a customer recently simply because they’ve not sat down with them enough Are you Up or Down on that measure? Makes a welcome change

Seve’s Final Day Checklist & Your Bid Management

A week on from the terrific European Ryder Cup victory, a couple of reflections on how the Americans seem at present continually put to the sword. For today, Captain McGinley’s meticulous preparation reminded me of way back in 1997. In his homeland, Spanish legend Seve Ballesteros was by all

5 Ways Paul McGinley’s Ryder Cup Captaincy Can Also Spur Your Sales To Victory

[https://salespodder.com/content/images/wordpress/2014/09/rydercuptartan2014.png] I’m lucky enough to have sat in what has been Europe’s team room at The Belfry. Maybe not so fortunate to have patronised the adjoining Bel-Air nightclub. Ahem. As Europe beat America for an 8 from 10 record,

How Clear Are Your Pricing Differences?

[https://salespodder.com/content/images/wordpress/2014/10/IMG_1144.jpg] I couldn’t resist a rye smile at this small article I read Friday. In one of those old-fashioned, blacken your fingertips broadsheets no less. From The Times print edition, 3rd October. A second retail trip this week [http:

Is There Pomo In Your Process?

Charles Hughes. The name of an Englishman who’s incredibly crackpot ideas put his country’s football back decades through long-ball idiocy. His totally flawed statistical analysis duly decreed you hoof the ball into the opponent’s box in just three kicks. This is because he ‘uniquely’ isolated the area

Can You Use Evan Davis Litmus Test To Classify Buyers

The always entertaining interviewer Evan Davis marked his Newsnight debut with a cosy chat with the PM. By cosy I mean to echo the delightful prose of telly reviewer Mark Lawson [http://www.theguardian.com/media/2014/sep/30/newsnight-evan-davis-cameron-review-paxman] ; “…whereas (feared and in his long ago prime utterly brilliant

Internal Incentive Goes Public

[https://salespodder.com/content/images/wordpress/2014/10/50pchallenge-sainsburys.jpg] An eagle-eyed passer-by. A UK supermarket chain caught out [http://www.independent.co.uk/news/uk/home-news/sainsburys-50p-challenge-poster-telling-staff-to-encourage-customers-to-spend-more-placed-in-shop-window-instead-of-staff-room-9764582.html] . Sainsbury’s Romford Road store, Stratford, east London. In case you’re small-screen constrained, the text promotes their; > Fifty pence challenge;

NewSell 1990 M Hewitt-Gleeson

[https://salespodder.com/content/images/wordpress/2014/09/newsell-book-cover.jpg] There’s a lot not to like about his quarter-century old text. The religious references, wallowing in cosmic mysticism, evoking the much derided lateral thinking sect and its flagstone success example being suspiciously more Marketing than Sales. Yet there is

How's Your Sales Rah-Rah Speech Delivered?

[https://salespodder.com/content/images/wordpress/2014/09/syed-day-after-ryder-cup-14-win.png] Europe did it again. Golf’s superb Ryder Cup was suitably retained. Americans vanquished, disintegrating into frustrated recrimination. In one for Sales Management, in the following day’s Times, Matthew Syed compiled an essay on the overdue influence given to

Reading Your Customer

Another glimpse into the world of retail selling came to me a while back. This time I happened to be at a test food tasting in the week before an eaterie opened its doors. Whilst I contentedly chomped my way through pretty much most parts of a cow, in between