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Threes and Thirds

Isn’t it funny how similar ideas come to you from different angles so often around the same time? Recently I was pondering the merits of available profiling intel with a new business team. Typical deals for them average out at a quarter of a million “SOV” (sales order value)

Cook The Lame Duck

I had an email chat the other day with a recently promoted, and highly promising, sales manager. They as a team are going through a typical re-alignment. From open season to focused verticals in their case. I’ve seen this plenty of times. Reps are loathed give up on prospects

Banish Flickwords

A flickwort, (plural, flickworten, the ‘w’ is pronounced ‘v’ of course) is a German concept. I came across it courtesy of language junkie [http://www.bbc.co.uk/programmes/b015h1xb] Stephen Fry. The literal translation is “flick words”. It refers to all those unnecessary words you throw in to your

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.