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Black Books

My recent involvement helping out with American sales interviews reminded me that many sales leaders like to play it safe when it comes to recruiting. And not without justification. I’m referring to taking on people with specific, related industry experience. This usually means snatching people from your competitors. I

Have You Gary Player's Focus?

Oh Westie! When will Lee Westwood win a major? Last Sunday he achingly fell away as American lefty Mickleson tore up the links to romp home. The Open golf champ is yet again from other shores. In the build up to the final round, I caught a ten minute video

Show Prospects Your SWOT Personality

[https://salespodder.com/content/images/wordpress/2013/07/image.jpg]Here’s my little-school rendering of a snake and ladder. Instead of using wax crayons, I smeared my fingerprint over a tablet screen. I was in the vicinity of an informal breaktime get together of a four-strong team working through

Orbit Your Birmingham For Sales Innovation

> “the majority of British patented inventions are developed within 35 miles of Birmingham” This fact, as stated by Paul Hartnack, chief exec of UK Patent Office, made me feel proud for the city of my upbringing. Apparently this is from the year 2000, where 2800 of the 4000 registrations

Chyron Your Slides Like TV News

When a plane crashes one of the instant thoughts that can fly through you, is ‘eish, that could have been me’. So it was recently when a plane struck where tarmac meets sea at an airport I’ve landed at many times myself, SFO. The story moved quickly. The miracle

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