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One Significant Figure

I was reminded the other day about my attitude to financial deal size. In their baby steps most cubreps I guess could easily get distracted by the “whale of a deal” on their forecast. It’s an affliction that can strangle many a more experienced salesperson too. I remember when

Rip Up Next Year

Here’s something I picked up the other day. Involved chiefly in account management, a chap I know in the knowledge industries is tasked with both keeping revenue streams alive with specific clients, as well as growing them. He feels that intimacy is his greatest competitor lock-out. So, before each

Beavers Foxes Dolphins Owls

[https://salespodder.com/content/images/wordpress/2012/12/597px-American_Beaver.jpg] I realise it is a touch self-indulgent to have so many sport related sales wisdom posts, but it is getting close to crimble. And England were truly magnificent in India. Here’s the opening para of one recent suitably

Pressureless Thinking

Is there a more intense position in world sport than being India cricket captain? Rahul Dravid would have an opinion. In the aftermath of the incredible Test series which England just came back to win, there’s plenty of tips for the astute seller. One was this little gem. When

Defending Corners Cheat Sheet

[http://www.telegraph.co.uk/sport/football/teams/chelsea/9753011/Chelseas-tactical-secrets-found-in-a-bin-in-Japan-following-Club-World-Cup-defeat-to-Corinthians.html] Defending corners. It evokes my auto-responses when a lady asks of me my likes and dislikes. In the style of a glossy mag quizzing a celeb for ever-so-amazing insight into their personality. Right. You should never concede a

Warning Sign Checklist

I recently saw a fascinating piece on those that promote proper welfare of vulnerable children. They’d compiled a list of 30 warning signs. These could suggest that a child was being exploited. If any three were witnessed by family and friends at one moment in time, action was likely

Irreverent Product Placement

[http://www.birminghammail.co.uk/news/local-news/jesus-stolen-and-replaced-by-gnome-in-birmingham-311139] What a story. British humour at its best? I’ve thoroughly enjoyed the world’s largest Frankfurt christmas market outside of Germany when I’ve been to it. And this year saw the centrepiece baby doll mischievously replaced with a garden gnome.

King Of Corny?

Personal branding. It’s a minefield. And when it doesn’t quite hit the mark, it can be embarrassing. Skynews’ Jeff Randall live had on a couple of ‘treps’ – as the Americans seem to be calling people that set up their own business these days – to discuss the Chancellor’s

Chief Execs Can Also Need Sales Tuition

So Radio 4’s flagship Today news show has a feature called Friday Boss. On Friday 30 November, this came on around 0620GMT. It featured Keith Attwood, Chief Exec of a firm now callede2v [http://www.e2v.com]. Previously known as the English Electric Valve Company, back in the day

England Hammer New Zealand

Quite Incredible. What a day out last Saturday. I couldn’t let this week slip by without mentioning this historic Twickenham victory. Kudos to the Kiwis in defeat though. There’s plenty of banter about the identity of the planet’s most biased commentators (no debate necessary – it is any