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Star Pitch

Late 2011, early 2012 I helped one solution sales team refine their pitch. The boss told me that client storytelling in front of prospects was thin on the ground. I asked each in turn to regale me. Wax lyrical about their favourite tale of customer success. Deliver a snappy story

Where’s Your Index Customer?

The current ebola outbreak sees infections for the first time appear beyond Africa. I wondered why the travelling Liberian struck down by the virus in Dallas was referred to as America’s Index Patient. The only such epidemiological phrase I was familiar with at the time was Patient Zero. Unburdened

What's Your DNA In One Word?

I noted recently a 2013 NYTimes Corner Office [http://www.nytimes.com/2013/04/19/business/salesforcecom-executive-on-seeking-out-challenges.html] piece which touched on interviewing. From the bowels of crm vendor Salesforce, the advice of their top Ops guy was to know yourself well. The question he favours to uncover this is;

You Get What You Pay For

[https://salespodder.com/content/images/wordpress/2014/09/buyonpxpayx2-line-400x34.jpg] If, like me, you tend to be involved in markets where you are never the cheapest (not even close to it in most cases myself) then you’ll have had that comedy moment. The one where you tell your prospect

Know The Syntax Own The Bid

[http://www.fastcompany.com/] This is part of an Instagram posting by Fast Company [http://www.fastcompany.com/]recently. Its caption read, “postit exercise we did as staff to describe Fast Company’s mission”. I warmly applaud the concept. Sticky labels across the window is a winner. The words though,

Building Team Spirit In Your Bubble

As a cricket nut, I couldn’t resist a post on the extraordinary week that surrounds Kevin Pietersen’s autobiographical score-settling. Being in Team England famously became known as life in the bubble during the past decade. A bubble, it seems, beset by the danger of several pricks. Any of

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

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: