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Making Your Presentation Stick Chip & Dan Heath

An addendum to their magical 2007 storytelling roadmap Made To Stick, this October 2008 [http://www.scribd.com/doc/11596382/making-presentations-that-stick] four page pdf offers a couple of extra pointers for anyone trying to create a prizewinner presentation. It’s well worth the read. If you’ve not read their

Praise Sandwich

As recently as April I blogged [http://salespodder.com/masterchef-feedback-tri-way/] on the vexing issue of how salespeople can deliver criticism. Whether it be Managers with their charges, or account managers to customers that, at a particular juncture, are not “always right”, it can be a process fraught with traps. I

James Bond Manned CRM

[https://salespodder.com/content/images/wordpress/2011/08/oil_platform.jpeg] Five years ago I helped a software house with a lovely little project. I was reminded of it the other day when a chap with half-a-dozen reps on the road talked to me about, in his description, “manned crm”

Catastrophic Success

[https://salespodder.com/content/images/wordpress/2011/08/saddamstatue-firdos-sq.jpg] Here’s a phrase I’ve heard a lot of this week on news bulletins. As Libya teeters on the verge of Gaddafi being toppled, what no-one wants is the kind of devastating chaos seen in post-Saddam Iraq. All onlookers

On Top Of The Cricket World

The Boss wants everyone to pull together as a team. The quota-busters at the coal-face prefer to plough their own furrow. In as much isolation as possible. Here’s the paradox. Every single sales function I’ve ever worked with has called itself a “team”. Yet as I write I

Challenge Meetings

Here’s an interesting selling stage that a specialised business broker uses. As part of their pre-engagement work with a business owner, they always seem to find that the prospective vendor has what they term an “aspirational value” higher than the true worth of their firm. [http://www.lowmanbrown.com/

Another Healthy Five A Day

I blogged a few years back on how the roaring success of the 5-a-day fruit and veg portions message gave rise to a more general wellbeing action quintet. And pondered how these could translate to winning sales [http://salespodder.com/healthy-5-a-day/] activity. Well, now the trick emerges once more, this

Movie Trailer Science

I didn’t realise until reading this recent piece in London’s Independent [http://www.independent.co.uk/arts-entertainment/films/features/the-science-of-the-trailer-2330110.html] broadsheet that making film trailers was a $200m dollar industry. It made me think about my early days of regular cinema attendance, largely only enabled by my

Get A Sense

[https://salespodder.com/content/images/wordpress/2011/08/tottenhamriot.jpg] My blood pressure boils just about every time I catch myself stupidly listening to BBC phone-in radio. In the aftermath of the weekend’s N London riots and looting, they even had a fella call in who’s first words,

Denise Lewis' Pain Threshold

[http://www.formans.co.uk/home.php] What a terrific day the Hackney Wick festival [www.hackneywickfestival.org.uk/] indeed was. A highly promising space in the locale of the stunning Olympic Park. Currently being transformed by a bohemian influence, with all manner of entertaining lesbian colonies, acid casualties and