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Can You Use Aerodynamic Design To Reduce Buyer Friction

[https://salespodder.com/content/images/wordpress/2014/08/eel-with-ripple-ribbon.jpg] What has an eel and your prospect got in common? Steady now. I can hear your titters… I listened at the weekend to an aeronautical engineer, Dr Kevin Gouder, discuss how aerodynamic designers study nature for tips. Apparently a great

The Edinburgh Festival One-Liner That Helps Keep Your Audience Attentive

The Edinburgh Festival draws to a close. It’s been too long since I last went there. Here’s one of this year’s most reported gags of the comedy Fringe. From stand-up Ben Target; > Pop up your hand if you like participating in market research Haha. Reminded me straight

Selling Yourself Is More Method Than Message

Delighted to see a couple of enterprising young graduates make news in their job searches in London this Summer. The pair targeted hugely busy train stations. Their idea was to catch the eye of potential employers as they made their commute to work. In the case of the first job

Overcome Flipchart Phobia Like Future Football Coaches

Posting yesterday’s ‘sport & selling’ blog reminded me of hearing rugby union and all-round coaching guru Sir Clive Woodward. Sir Clive mused that only the true winners can bound up to the flipchart and explain a skill to you. It coincided with shared findings from a UEFA Pro Licence course.

3 Sales Pointers From Last Football Season

With the new Premier League season underway this weekend, I’m reminded of three approaches to management from last season that I feel we could readily adapt from footie to the Sales department. 1 – We Go Again My favourite premier league player when at his prime, Liverpool skipper Steve Gerrard

How Nowcasting Can Improve Forecasting

[https://salespodder.com/content/images/wordpress/2014/08/simpsons-clouds-oval-test.jpg] So looking up at the sky can give you an idea of what the weather might do for the next hour or two. Says tv meteorologist Lucy Verasamy who I heard earlier during Saturday’s Tea interval from The Oval

Could Your Gatekeeper Metamorphose?

[https://salespodder.com/content/images/wordpress/2014/08/breakaway-gatekeeper1.jpg] The other afternoon I was waiting in a reception. As is the modern way, there was a telly on the wall. Rather than rolling news, this one was showing daytime tv. Of the quiz show variety. In the picture above,

When It's Never Quite Plug & Play

Pretty much every solution-style product I’ve ever sold has required a little bit ‘extra’ from the client to make it truly sing a dance. Whether it be the obvious added cash for implementation or maintenance services or the time and resource committed from their side, to fly as advertised

Is Your Deal Glue Tempo Or Rhythm?

Rory McIlroy. He wins from the front. He wins coming from behind. He wins. What a terrific final golf major of the year he just won. Six-time major winner Nick Faldo is famous for saying “Tempo is the glue that holds a good swing together”. When Rory was being hunted

Are You Benefitting From Your Industry's Tent-Pole Product

Tent-poles are an interesting Sales construct. Most people are familiar with the concept of a Hero Product. Usually a best-seller (whether today or tomorrow) it is also one that really does epitomise what you are about. Brand Management textbooks love talking about their reflected glow. The term didn’t exist