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USP Unusuals

“There are only so many ways you can overcome a challenge . . . I don’t believe in unique selling points; it’s often about unusual selling points. All you’ve got to do is have multiple unusual things that you do that not everyone’s doing. So that’s mainly what

Tenderwang

I was recently reminded of experience a while back where a big corp's internal governance required for potential supplier events upon upcoming issuing of a tender. You may have been to the type of gathering. Typically at RFP/ITT (sometimes RFI too, but likely not RFQ) stage. All those who

When Draining the Swamp of Frogs

Since spotting Sales value in the abrupt cancelled expansion of Europe's largest transport infrastructure construction this week, I learn of a foundational reason for the UK's inability to build anything big. Some cite the difference between English common law and the continental neighbours' Napoleonic principles. In the former, rights emanate

Video Meeting Infrastructure Switch of Billions

"the economic case has massively weakened with the changes to business travel post-Covid" UK Prime Minister Rishi Sunak's words this week. Significantly diverting resources, focus and funds - he cited a figure of £36bn, commentators offer numbers north of £50bn - away from the fiasco that grew from attempting to

Fringe Connectors

I recently learned from an old headhunter pro about how they ease themselves in or out of each week as a team. The network share. As part of their recruiters' 'huddle', each person is expected to pass on potentially vital new insight into their arena, as gleaned from a noteworthy

Match Medium to Meaning

Voice Your Emotions, Text the Facts One of seven (plus one) modern-day contacting tips I read from the clickbait title, 'etiquette expert explains the new phone rules'. My Sales brain instantly added to the above; Voice Your Emotions, Text the Facts, Video to Progress with Emotions and Facts. This struck

Third-Wave Videoing

My recent riff on our potentially just begun 6th Wave of innovation made me think of another wave we seem to be in. The never-ending explosion of coffee shops with what they call 'third-wave coffee'. The first wave cited as the amassing industrialisation of retail coffee shops. The second, the

Wartime Webcam

Please welcome our latest ambassador, Mark Strong! Admired for his impeccable performances, Mark really won our hearts during #Game4Ukraine. From now on he will support U24’s Education and Science program: https://t.co/gQ8vqoRsjf Thank you and welcome to UNITED24, Mark! pic.twitter.com/nTByjKcb8y — UNITED24 (@U24_gov_ua)

The Faster Horses of Audience Capture

If I had asked people what they wanted, they would have said faster horses A most famous of business quotations. Though not, as myth has become, from the mouth of Henry Ford. Merely those engaged in a spot of critical fabulation as to what he could have been capable of

When Planning Traps You

To plan or not to plan? That is the sellers question. Can you boil down solution salespeople into two types? The planners and the unplanned? Those that diligently plot out how to get to a goal, set against those who fly by seat-of-the-pants, all spontaneity and improvisation? Perhaps that's a