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Adopt The Art Of Writing The Perfect Postcard

Driving ’round England on a bedrizzled Summer’s day my radio enlightened me about a survey claiming sending a holiday postcard remained highly popular. One commentator described most postcards received though as unwelcome. Who wants to see “how lucky I am to be here vistas”? So it turns out there’

How Do You Describe How You Make A Living

I was asked in a surgery by a Canadian doctor recently what I did for a living. I chuckled as I realised he expected me to trot out a job title, when in fact I described instead how I helped people. To précis with one example, I feel it’s

If Someone Tells You It'll Never Fly...

On a talk radio show Monday I caught a discussion on the merits or otherwise of a particular piece of technology. It was the world’s first [http://www.bbc.co.uk/news/science-environment-22885969] lab-grown meat. To be cooked and eaten as a burger patty later that day, live in

Be Wary If You 'Follow The Coin' And Other Lessons From Beating Aussies

I do enjoy my sport & selling posts. Especially when finding inspiration from my beloved cricket. If you don’t share my passion for cricket or have no idea what the sport means, feel free to skip the next 700 words! The Ashes are in full swing. England at home

Weed Out Debilitating Self-Deprecating

Gerald Ratner has done a few media rounds lately in his native England. If you don’t know him, his business story is incredible. For a start, a gaffe whereby you unwittingly ruin your own business, typically by a public utterance that alienates your entire customer base, is now known

Numbers An Audience Will Remember

[http://www.independent.co.uk/life-style/gadgets-and-tech/news/what-happens-in-60-seconds-on-the-internet-8738267.html?origin=internalSearch] 347 new posts are added to blogs on the wordpress blog platform (which I also currently use) every single minute. I know this because of the above infographic [http://www.independent.co.uk/life-style/gadgets-and-tech/news/what-happens-in-60-seconds-on-the-internet-8738267.html?

Don't Be Seen In Marketing's Bad Light

We are such quarrelsome siblings, Sales and Marketing. Those snooty marketeers think all we do is rack up lavishly unjust expense accounts, shoot the breeze aimlessly with random strangers and wait for all orders via email. Whereas we sellers cannot understand why our marketing chums spend all day on Facebook

Business Drivers & Technology Imbalance

Recently I asked a group of pre-sales engineers what the split was, for the reps that they accompany, between talking about the prospect’s business drivers and the technology involved on their calls. We even coloured-in our own little pie-chart on it. At best, the split was 50/50, mostly

Where Might Flattery Of Buyers Get You?

Naughtily flicking through the tabloids on a steamy Summer night, I just learned [http://www.dailymail.co.uk/news/article-2380547/Flattery--bargain-Compliment-seller-knock-price-research-shows.html] about the Endowment Effect. I was instantly hooked. Here’s some web definitions to help those also new to it. > The “endowment effect” explains [http://bigthink.com/

Happiness Is ... Buying From Me

[https://salespodder.com/content/images/wordpress/2013/07/image2.jpg] There are times when a man can wonder whether they catch too much rolling telly news. Before going out on Saturday, I witnessed the latest academic to propose a definitive ‘happiness formula’. Apparently; > Feeling Good = (Mx16 + Cx1 + Lx2) + (Tx5