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Can Sail Effect Fell Your Deal In A Storm?

So a huge (well, by English standards at any rate) storm blew through the south of the country over Sunday night, Monday morning. Capetonian friends of mine tried to sound all big and clever when stranded in Hong Kong a few weeks ago by ‘super’ cyclone Usagi. Apparently you know

Are You Too Precious About Your Own Branding?

[https://salespodder.com/content/images/wordpress/2013/10/boktownbar.jpg] Here’s a shot taken waiting at the bar of the Springbok Pub. A watering hole of renown, if not quite of the latest in decor, next to the railway line along from Newlands rugby stadium, just the other side

Your Pitch A Key Runway For Leverage?

…I bloody well hope not. Reading the wires in downtime this week I came across two entertaining pieces on the ridiculousness that is management speak. So there’s this book out next week (Who Touched Base In My Thought Shower?: A Treasury of Unbearable Office Jargon by Steven Poole) for

A Reminder To Channel The Wisdom Of Crowds

This is something I often do in conference presentations. It’s a winner when you have a large audience. I was reminded of it when catching the engaging Robert Coles of Reuters discuss the recent Royal Mail privatisation. For those to whom this means nothing, shares in the UK’s

When's A Meeting Got Too Many Attendees?

Music to the perennially puerile male ear. No less a light than top psychology Professor Robin Dunbar this week states that for the sake of our wellbeing [http://www.dailymail.co.uk/health/article-2469485/Mens-wellbeing-depends-meeting-friends.html] , we men must spend more time in the pub with our mates. The man’

Sheeps & Goats

No, that isn’t a typo. Just a bit of “Singlish” (Singapore English that adds the ‘s’ to ensure sheep gets a plural). This was a phrase that came up in conversation about whether sales people should concentrate only on new business or account management. This is a classic debate.

Use American Kick The Can Down The Road Folly To Your Advantage

There’s so much to admire about America. Yet they’ve made a habit during my lifetime of regularly undoing much of this good. The Second Amendment. The Global Policeman. The Health Approach. The Sporting Myopia. The We Will Do Whatever Ourselves Despite What Others Have Done Or Learned teenage

Cold Email Shows Why It's Better To Single Out One Benefit At A Time

So an unsolicited email breached my inbox defences this week. From a San Francisco seller at a startup “made in Sweden”. I appear neither in their target market nor have any use for their services. I was initially disturbed to find the subject line screamed; Get It Done! The inappropriateness

Your Lavender Scented Pitch Revamp

I did enjoy coming across the current BBC Worldwide series, Million Dollar Intern. They take an ailing business and let loose a young buck to revive it. A neat take on the ‘Troubleshooter’ theme. One show featured a small amount on selling. Retail sales of lavender infused fayre. You do

How Simple Is Your Qualification Test?

I do enjoy neologisms. That is, new words. How they are formed and what makes them stick holds a certain fascination for me. I often find myself on bids trying to conjure up new words. Sometimes they take the form of a portmanteau. Smash together existing words to make a