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Associator vs Dissociator

Another bank holiday weekend post. It’s a five day break here in Cape Town. I’ve been going for the odd run along the prom and like I always have done, I listen to music all the way. I find it helps get over those difficult first few minutes.

Salesman's Favourite Colour

Way back in the 90s, I remember supping a couple of cheekies after work one day with a group of my fellow sellers. We happened upon declaring that every salesman had the same favourite colour; red. As a result, because we were selling to salespeople, we made our then corporate

Process Equipment Results

I did something Sunday I do rarely these days. I planned to watch a grand prix. For over a decade the paint drying on a nearby ceiling has been more interesting. Yet all of a sudden, the pants can wet. There were flashes of it last year. Jenson Button’s

Special Advisors

The liberal lefty English media have got themselves into a right tizz over Murdoch bashing. The latest Leveson Inquiry “revelations” are conversations betweeen “government” and “Murdoch”, captured quite bizarrely (and allegedly with embellishment) by internal News International emails. Too much? The lawyer, Mark Lewis, representing several phone hack victims, even

The Same Malaise Everywhere

So, there I was working away at someone else’s home office. It was 1030. On a sunny, warm April Thursday. In the shadow of Table Mountain. The lady of the house answered the landline. I wrote down what she said over the next minute or so. Can you guess

Rhetological Fallacies

[http://www.informationisbeautiful.net/visualizations/rhetological-fallacies/] As you may know, I’m a big fan of the infographics movement. There isn’t a solution sales campaign that cannot be distinguished by use of their approach. Top of the tree is David McCandless. One of his recent posts attempted to draw

Spam Trigger Words

I randomly came across this list of words. They should never grace your email subject lines. Apparently, their presence denotes spam [http://www.marketingresourceindex.com/trigger-words-to-remove-from-your-email-subject-lines-now/] . This naturally got me thinking. How many times do we send a mail to a prospect that feature these kinds of phrases? Here’s

Really Salespeople's Biggest Complaint?

It’s not often Selling gets a decent mention in the Harvard Business Review. And yet again here’s a piece that slightly misses its mark. My territory is too small [http://blogs.hbr.org/cs/2012/04/fixing_salespeoples_biggest_co.html] is apparently our number one gripe. As

Constant Video Reminders

English rugby club Saracens clearly want to break the mould. They appear to deliberately seek out innovation [http://www.guardian.co.uk/sport/2012/apr/06/saracens-ipads-statistics-heineken-cup] . There’s a couple of things about this that interests the salesman in me. Overall, how is any salesforce trying to introduce innovation

A Security Objection

Here’s a piece of good PR in action. It’s funders managed to get decent coverage in the dailies from claiming half of all employees would sell their work passwords [http://www.telegraph.co.uk/technology/internet/9189236/Employees-would-sell-work-password-for-5.html] for just a fiver. And incredibly, a third had