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Help Ossified Prospects Break Their Hardened Shell

This ear-perking phrase came courtesy of an interview I caught with Professor Vincent Deary. He’s written a trilogy [http://www.theguardian.com/books/2014/aug/31/vincent-deary-how-to-live-interview] entitled How To Live. Quite a bold move you might think. He claims it isn’t meant to tell you, merely let

Where Are Your Perishables?

[https://salespodder.com/content/images/wordpress/2014/08/IMG_0718.jpg] There’s an entertaining question to keep inquisitive minds busy when in a supermarket. How do they decide which good goes where? One aspect is that those most perishable go nearest the door. They appear smack in front of

What Are Your Always Actions?

[https://salespodder.com/content/images/wordpress/2014/09/AE.jpg] I passed through a London hospital recently. I noted with interest what they referred to as; > “our Always campaign – Four small actions which make a big difference to your hospital stay: We will introduce ourselves and our team We

Have Loads On The Go Like Joan Rivers

I only knew her through the awesomeness that often was Fashion Police. I’m happy to be a Joan Ranger. After her death at 81 this week, I heard a clip the workaholic comic confided during a documentary following her around just a couple of years ago. She revealed her

Curate Your Workspace Into A Sales Machine Like A Meezer

[https://salespodder.com/content/images/wordpress/2014/09/chiswick99office-400x187.jpg] You can probably guess this pic above is not quite how it should be done. It was of a London sales office way back in 1999. A buzzing little hive. I’ve read about a movement lately concerned that home

What Do Quota Busting Salespeople and Free Scoring Football Strikers Have In Common?

The madness that is the football industry was yet again seen through Monday’s transfer window deadline day. As rolling news services wet their pants over the whole affair, I couldn’t help but think on one comment from an attendant statto. Apparently, two current young England centre forwards (Sturridge

Testing Your Pitch Like Game Show Creators

I recently heard the Creative Director of tv production giant Endemol interviewed. The Dutch founders invented the enormous Big Brother format before attacking the game show. Perhaps their biggest global smash started as a tiny end segment on the Dutch national lottery show, which expanded into Deal Or No Deal.

4 Favourite Hire Questions Of Accounts Software Chief

Many years ago I played golf a few times with the then English CMO of QuickBooks. I noted from April 2014 that now as Intuit, their CEO gave an interview to the New York Times. It featured Brad Smith’sfour favourite interview questions [http://www.nytimes.com/2014/04/13/

Can You Adapt Winning Energy Switch Cold Call Opener?

[https://salespodder.com/content/images/wordpress/2014/04/callcentres02e01openingpitch400.jpg] We’re back inside Swansea’s Third Largest Call Centre. Here’s the opening pre-credits scene from the second BBC fly-on-the-wall series. > “Just giving you a quick call-up in relation to helping lower the cost of your energy bills

Why You Need To Understand Reversion Point Reversal

[https://salespodder.com/content/images/wordpress/2014/08/ukspaceagencylogowiki.jpg] There is a fundamental of non-tender triggered solution selling. When you alone seek to ‘create the need’, you invariably challenge the status quo inside an organisation. To many, that status quo is a comfortable place to be. There are those