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The Selling Take From Management Consultancies Assoc Awards 2015

[https://salespodder.com/content/images/wordpress/2015/05/mca-awards-15-winners.jpg] > “Take your watch then tell you the time” Management Consultants get a bad rap. The reality is that when you find that visionary ‘third eye’, they are priceless to you. Yet the good are sadly rare. The same can

A Tip On View Points

[https://salespodder.com/content/images/wordpress/2015/05/oecd-teenageteaser-times13May15-400x212.jpg] Something for your next internal Sales meet slidedeck? One of my more tedious business school memories way back then was the ‘human resource’ module. “People”. Or as the lecturer – with her name deliberately shorn of its ending feminine vowel to

Pinpoint Bid Message Cut-Through To Win Against The Odds

Or… Warning: No Cut-Through No Win. May I introduce a new addition to our selling lexicon; > cut-through. Example;“we won because we saw cut-through”. If your proposal does not possess this quality, then you have no message. I caught frequent use of this term by the chatterati surrounding the

Your Double Page Spread Runway Benefit

[https://salespodder.com/content/images/wordpress/2015/04/lgw-runway-campaign-ad-400w.jpg] Almost eighteen months ago I remarked on a decent piece of Proposal design and presentation by London [http://salespodder.com/can-you-produce-a-compelling-one-page-deal-summary/]‘s Heathrow airport. Britain’s politicians have made a complete mess of expanding the capital’s jet capacity. Without

How To Break Out Of Your Echo Chamber

[https://salespodder.com/content/images/wordpress/2015/04/ge2015echochamber.jpg] So with the UK’s #ge2015 I learn there’s a myth busted about social media winning elections. In fact, a nuance is observed. Social media does not change views. Rather, it reinforces those already held. The image above I

If You Ever Doubt Why Competition Is Good For You...

From market stall trader to multimillionaire. Every salesperson loves this kind of tale. Here’s a five-minute clip of just this. With Steve Smith. He went from the most mundane of markets, in (cradle of industry) Black Country Bilston, to ‘inventing’ an entire branch of retailing. One cheap price the

Don't Get Tarnished With UK Pollster Ignominy

[https://salespodder.com/content/images/wordpress/2015/05/tory-lead-error-brightened-400x220.jpg] Calamitous. Crashing towards the criminal. As the BBC Newsnight graphic above so ably shows, the UK polling industry stock is in tatters. The lack of apparent humility from industry “leaders” is astonishing. Take Peter Kellner (somehow head of a polling

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,