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Charles Handy Talks Second Curve

I enjoyed hearing this famed octogenarian business guru indulge in a spot of PR ahead of his latest book. (BBC World Serviceprogramme stream [http://www.bbc.co.uk/programmes/p02n93d7] or podcast download [http://downloads.bbc.co.uk/podcasts/radio/worldbiz/worldbiz_20150409-1157a.mp3] ) The Harvard Business Review no less

5 Lessons For Your Next Proposal Layout From UK Party General Election 2015 Manifesto Designs

[https://salespodder.com/content/images/wordpress/2015/04/libdem-manifestoart.jpg] The UK’s marathon election campaign is over. We’re not used to six-week slogs here. I thought I’d look at each national party’s published sales doc; their manifesto. I was surprised at the general level of inattention

Dealing With Your Deal Wobble Day

Wobble Thursday. As a psephology hobbyist in my early voting age, this concept intrigued me. During the 80s, it was coined by the incumbent Conservatives of Iron Lady Maggie. From the 1987 campaign I recall, by the (unelected) Trade minister, David Young. His stock so high, Mrs T once remarked,

Stay In The Now

[https://salespodder.com/content/images/wordpress/2015/05/snooker-closeup.jpg] Snooker. The ultimate cue game. Any year I’m in a country where the World Championship can be seen on-screen, I always get hooked. This year the standard has been electric. I was happy to hear one finalist adapt the

Are You Encouraging Your 2 Million Swing?

FUD. One acronym drummed into me way back during my Sales induction. Fear Uncertainty Doubt was promoted as the winning angle of the IBM salesforce. Widely considered the technology selling benchmark a quarter-century ago. The legend had it that they won so many deals in part because they managed to

Don't Dampen Your Prospect's Spirits

[https://salespodder.com/content/images/wordpress/2015/04/Barca-noucamp.jpg] Barça taking a corner at their enormous Camp Nou home ground. A wonderful experience. Yet one with a sour taste left in the mouth. Before the game I was struck by the ease of getting into the stadium. In stark

What's In Your Essential Tool Pouch?

[https://salespodder.com/content/images/wordpress/2015/04/Barca-barmanpouch.jpg] 25-year old Argentinian Juan is a bit of a case. At the time, playing up bartending at an El Born crepes and cocktail place. Before his latest shift, he popped into Neuve 9, round the corner where I was at

Inner Workings Transparency Wins Clients

[https://salespodder.com/content/images/wordpress/2015/04/Barca-El-Born-kitchen-window.jpg] Arh. Barca’s Born district. What a place. Just strolling the little lanes towards their ‘main square’ (Passeig del Born) is a great way to spend a day. Down one such passage (near the Barceloneta side), where stone walls surround,

Queue Combing Values Prospects

[https://salespodder.com/content/images/wordpress/2015/04/Barca-calpepqueue.jpg] There can be few small enclaves in towns that I enjoy walking around more that Barcelona’s El Born. The current accolade for best tapas in town was said to be held by Cal Pep. So it had to be

Your Words Your Values

[https://salespodder.com/content/images/wordpress/2015/04/Girona-nu-values.jpg] Girona’s best restaurant, as recommended by the brilliant Italian Andrea at the smashing nearby Place de Vi, is Nu. That’s Catalan for Naked. The food was indeed amazing. On the wall in the corridor towards the bathrooms, they