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Engaging Question

Here’s a reminder of a well-used and highly effective presentation tactic. This time it comes via dusty old notes from a 1998 Chicago conference I attended. The speaker was then assessing sales system projects, called Timothy McMahon at Labyrinth Research. Outlining his optimal ‘7-step implementation plan’, he sought to

Reduce Defections - Chicago SFA Show 1998

Here’s a way to end the year. Celebrate when you’re over 100% of target. Throw out a wadge of old papers. The latter generated a week’s worth of blogging too. Happy New Year! I cleared out an old box of work gubbins, only to find a huge

Capt Strauss Focus

Has there been a more one-sided Ashes day’s play in living memory? Not one single observer seems to think so. England’s dominance over woeful Australia was as superior as it was surprising. With the Perth hammering metered out by the hosts, you’d have though momentum was all

Crocodile Fight

I was fortunate enough to be invited to the festive bash of a company in Cape Town the other night. The Chief Exec gave a rabble-rousing review of the year. He described how their sales growth had come in the face of much larger multi-nationals, all with huge, better funded

Overused Buzzwords

The business network site LinkedIn recently published its assessment of the most overused buzzwords among its 85 million personal profiles. It recommends that you overhaul your pitches quick “and lose those clichéd terms”, “those ambiguous ones that really don’t tell you anything”. The Big Offending Four, each of which

100 Word Story

I only ever seem to see the Reader’s Digest in health centre waiting rooms. I recently discovered their intriguing 100-word story competition [http://www.readersdigest.co.uk/magazine/179-Reader's-Digest-Main/1382-Web-Exclusives-100-word-story.html] . It alerted my sales antennae for two reasons. I’d blogged before [https://salespodder.com/political-elevator-pitch/

4-Hour Workweek On Goals

My final of third reference to the “life-hacker bible” as lived and preached by author Tim Feriss. An easy reading manifesto for ditching the Nine-to-Five trudge that urges the pursuit of experiences over cube-dwelling, one fascinating section discusses the appropriateness of goal setting. [http://www.fourhourworkweek.com/] Its System Reset

4-Hour Workweek Middleman Exclusivity

Here’s a fascinating example of a successful new product launch. I got it from my copy of 4-hr work week [www.fourhourworkweek.com], pp145-6, and is my second successive posting based on this book. It’s from the wholesale trade. The supplier pushed a single item into a major

4-Hour Workweek For Sales

I’ve decided to offer up a trio of consecutive posts on a book I recently read by Tim Ferriss. I must confess that the idea behind taking it in was to assess time management insight. For those so inclined, this book offers so much more towards a lifestyle changing

Six Point Steers

Long ago as a teenager, I admit to hanging out in what we used to term Maccie Dees. Oh the shame. They had small ad boards next to the tills. I remember peering behind once and being amazed, and dismayed. A message was emblazoned on the back-side. No pretty colours.