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How You Hoping To Sell Jack's Beanstalk?

Here’s someone with a take on how to persuade people to adopt something ‘new’. Brian Millar [http://www.fastcodesign.com/1669568/what-jack-and-the-beanstalk-can-teach-you-about-pitching-clients] uses the story of Jack and his Beanstalk, highlighting the role of the coins set against the magic beans. Too much newness puts off almost everyone. Think

Are You Guilty Of Holding Back Your Cause Like These Boffins?

[https://salespodder.com/content/images/wordpress/2013/07/beeactionplan-beecause.jpg] I have such affection for the humble honey bee. The joy of my adulthood rediscovery of honey came when involved in a wonderful project to farm and sell organic honey across Africa. So I am well versed in the plight

Success Lesson From Murray's New Number Two Fan

Well. Andy Murray. Amazing. Tennis is blessed with such golden rivalries down the ages. After Rafa and Roger no-one would have guessed that they’d both have to step aside so soon for Andy and Nole. As the new Wimbledon champion he is poised for two or three incredible years

Dragons' Den Pitch Tips

It’s been a while since I watched the initially awesome Dragons’ Den. It soon felt dumbed down, contrived and ego riden last I engaged. Then I saw the US version, Shark Tank, and wondered how on earth that was a better business experience.How to Win in the Den

5:2 Diet For Sales

In the late 90s, I remember a chap of enormous sales pedigree bemoan to me about the then latest crm buzz. There’s always a new sales software fad, he said as he shook his head disapprovingly. It’s just like dieting, he further mused. His theme was that just

Close Like Morgan Freeman Selling Mops

Or not. This hundred seconds of fun appears in the end credits of his 2006 gentle chuckle-along of a movie, 10 Items Or Less. During his day alongside a beepeuse yearning for more than being chained to her uncomputerised checkout till, he visits American department store, Target. Inside, after marvelling

First-Mover Advantage?

I’ve attended several sales conferences where new products are ceremoniously unveiled. I’m regularly struck by the enormous desire to trailblaze. The rising triumphalism often aims to drum home how cutting edge the new offering is. How it opens up a whole new market segment. There’s nothing like

Why Isn't Sales Seen As An Attractive Career?

Over my Sunday brunch out earlier I read [http://www.independent.co.uk/news/uk/home-news/the-dearth-of-the-salesmen-a-career-failing-to-sell-itself-8692595.html] how Sales positions attract significantly fewer applicants than other roles. Incredibly, in London the average applications per job ad is 24 overall, yet for Sales it is just 14. This clearly saddens

Top Five Regrets Of The Buying

Here’s a cheery thought. An Aussie palliative nurse that gave hospice care for those on their death beds made global headlines a while back. She published the list [http://www.telegraph.co.uk/health/healthnews/9049120/Losing-touch-with-friends-most-common-deathbed-regret.html] of her patients’ biggest regrets. Here’s the top five from

Lessons From Feature-Based Hotel Room Pitch

There’s a large English firm with fingers in many ‘leisure’ pies called Whitbread [http://www.whitbread.co.uk/about-us/history-of-whitbread.html]. They’ve grown from brewing and pubs through pizza houses to coffee chains and hotels. This week their chief exec [http://www.independent.co.uk/news/people/news/