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Performance Flows When Relaxed

Here’s a weekend steer I got from reading [http://www.guardian.co.uk/music/musicblog/2012/mar/23/behind-the-music-singer-sound-great] about two outrageously successfully pop music producers, Trevor Horn and Steve Lipson. > [Horn] says he’s a great believer in not crowding musicians or jumping on them too quickly

Trim Risk Exposure

I caught a radio assessment of how self-help groups are forming around Britain to provide support and community for suffering servicemen. Unsurprisingly, the armed forces have historically provided nothing in the way of preparation and remedy for the horrors of war that those at the sharp end experience. Thankfully this

Do Their Bad Way Better

Here’s a Harvard Business Review blogger that got me nodding along in empathetic acknowledgement. Umair Haque riffs about Strategy’s Golden Rule [http://blogs.hbr.org/haque/2010/04/strategys_golden_rule.html]. He feels that > The single most common competitive mistake [is] striving to do slightly better

n Things You Never Knew About...

I do like to restrict wherever I can my new products tagged posts to tactics that are solely related to such, and not, as is so easy the case, fall into the trap of merely reporting a sales technique that can be equally applied to any product at all. Here’

What Do You Do?

Derren Brown. What a nutter. What a genius. I read a review of his latest live show, striking audiences down called Svengali. It seems that in his most recent book one of the things he riffs on is how incredibly dull is the question ‘what do you do?’.He suggests

Star Interview Method

I recently came across a technique for answering tough interview questions, known as The STAR Method. It comes from the initials of its components; > Situation Task (or Target) Action Result It naturally occurred to me that this is also a useful guide to delivering proof. Showing how wonderfully your

Matching The Incentive

One for the sales managers. So I was talking to someone that a while back ran a sales incentive for a new product. The technology they were looking to shift was considered by the backroom team to be great. Management expected a real buzz. Then nothing. They had three prizes

Be Like Messi And Meryl

How can you tell when a salesguy is really motoring? Going the right way? A chat I had recently with someone about their 15-strong enterprise team caught us discussing how much practice a salesperson puts in. The problem many reps have is the perception they give that they think they

Creativity Comes From Plagiarism

I do like to think about innovation. Especially how it comes about. So when someone was talking to me about a post [http://salespodder.com/listen-to-great-music/] I made the other day on the subject, I loved more examples he gave me on the ‘eureka’ process. They came from the 2009

Forget The Trumpets

Although I’ve tagged this post for when selling ‘new products’, it is highly applicable to any new sales drive. In the context of a shift in the focus of a particular salesteam I know, the upcoming year-end was considered the ideal time to introduce a new structure. Ever closer