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salespodder

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Meeting Jazz Hands

[http://www.guardian.co.uk/world/2011/apr/10/hands-up-to-protest] Here’s something interesting to try at your next meeting. Provided you know the protagonists well. Not only would it be likely to provide a bit of sparkle, it may also encourage more open participation. I’ve a sneaky feeling

Failure Sucks But Instructs

One of the hardest things about sales management is how to handle one of your charges when they lose a deal. Fear of failure can drive some people to spectacular success. Fear of making a mistake usually freezes someone in terror. When I first started to learn my trade I

Marty Neumeier The Good And Different Chart

This marketing author has been promoting his latest book on the speaker circuit. Here’s its 3-min youtube teaser slideshow. One aspect I came across was his good & different chart. It’s got terrific ramifications for anyone selling a new product. You can find a fairly full description here

Elance Prop Tips

I knew Elance a few years ago as a go-to place for getting a bit of cheeky code cut. Revisiting for a potential piece of database replication, my guys alerted me to its evolution. Now, it’s reached being a $300m portal for all sorts of freelance activity. Unfortunately, this

Machiavellian Solution Selling Core

I still have a secluded box with all the papers gathered during my first baby steps in selling. Ravenous for knowledge, I kept all sorts of training notes, photocopied articles and in-field scribbles. Rummaging through it lately, I came across a copy of an essay from my undergraduate days. It

Don't Disagree

Kelvin MacKenzie [http://en.wikipedia.org/wiki/Kelvin_MacKenzie]. Not to everyone’s taste. Or should that be to anyone’s? Every time the former editor of the country’s biggest selling tabloid appears on the Skynews late-night paper review, he says something that makes the presenter squirm. Last night

Mean Median Mode

[http://www.gapminder.org/videos/the-joy-of-stats/] Catching Hans Rosling [http://www.ted.com/speakers/hans_rosling.html]‘s delightfully enthusiastic The Joy Of Stats [http://www.gapminder.org/videos/the-joy-of-stats/] reminds me that it’s time to brush up on a simple bit of maths. I appreciate his distraction that

Don't Let Debt Fester

A friend of mine recently reminded me of a tale from his schoolday’s employment. His Saturday job was helping out at the local garden shop. The pay wasn’t huge of course, but one evening when locking up the owner asked, that as he didn’t have a lot

Change The World With Nancy Duarte

This work is from presentation masters Duarte Design [http://vimeo.com/duartedesign]. My view is succinct. It takes a few minutes to truly get there. But when the meat arrives, it does so with a bang. Bam. If you present, you simply must watch it. [http://blog.duarte.com/] What

Distributed Sales Leadership

Here’s a concept I’d love to get my teeth into. Top business grad factory MIT Sloan’s Deborah Ancona heads their Leadership Centre. [http://mitsloan.mit.edu/faculty/detail.php?in_spseqno=1&co_list=F] She’s coined Distributed Leadership [http://blogs.hbr.org/imagining-the-future-of-leadership/2010/