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Is The West History?

[http://www.channel4.com/programmes/civilization-is-the-west-history] Where’s there a more engaging academic than historian Niall Ferguson? His latest tv series spends four and a half hours promoting the six ‘killer apps’ (as he dubs them) that enabled Western Civilisation to flourish like none before it. These banners are; >

Masterchef Feedback Tri-Way

When it comes to providing negative feedback, I have rarely heard a salesman deliver what could be described as constructive criticism. In almost every case, the stereotypical dominance takes over. “That’s not good enough” is as mild as I can recount, minus the raised voice and expletives. I’ve

Free Pitch Backlash

Down the years I’ve been involved with several businesses for whom prospecting typically entails entering a beauty pageant of dubious repute. I encountered it online the other day as the free pitch. Also known as spec work, it’s where as vendor you are required to submit to work

Your Proposal Yes Page

I did chuckle when I saw this. One of the 37 signals guys came across this terrific attempt by a toll-booth operator to make their life easier [http://37signals.com/svn/posts/2799-how-an-illinois-rest-stop-inspired-a-web-page#extended] . They simply typed up 18 questions. They must have been driven bananas by hearing them so

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