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Fair Trading Pricing

[http://www.oft.gov.uk/news-and-updates/press/2010/124-10] What can a b2b salesperson take from the seven retail pricing [http://www.oft.gov.uk/news-and-updates/press/2010/124-10] practices now being investigated by the UK’s OFT? These “price frames” are: Drip Pricing– where optional price increments such as

Know Your Cricmetrics?

With the Ashes Down Under starting with such an enthralling First Test, I’m reminded to talk cricket. In fact, there are two types of sport aren’t there? American sports, and the proper ones that everyone else plays. Firmly in the latter category for me is indeed the wonder

World Cup Host Bids

The Machiavellian world of sport geopolitics dealt a harsh lesson through England’s shattered 2018 World Cup hosting hopes on Thursday. It’s not about the bid. You can write the best Proposal document. You can deliver the most “remarkable” presentation. Yet you can still lose your ‘sale’. One particular

Final Risk Concerns

Here’s a pleasant article to read from a lady called Heather Baldwin through Selling Power. She cheersReasons to Celebrate Last-Minute Objections [http://www.sellingpower.com/content/newsletter/article-nr.php?ia=9089]. I flag it because I have suffered, with my own twitching ears, reps buckle at the death in

Edgecraft Shower

Why has brainstorming gathered such a relentless force behind it as a problem solving and creative juice flow panacea? I recently blogged [http://salespodder.com/brainstorming-myth/] about findings that show it to be misleading in its impact. I’ve heard all sorts of comedy terms applied to the practice in

Cricket Bowler Blueprint

Do you have a blueprint for sales success? One that’s written down, communicated and constantly referred to? England’s cricketers played their best tournament ever to vanquish all-comers and be crowned World 20-over Champions in the West Indies earlier this year. It was clear that England were the only

A Swarm Buying Process?

I recently read a review of a management book [http://www.telegraph.co.uk/finance/jobs/7919177/Forget-highly-paid-CEOs.-Its-ants-and-bees-who-can-lead-us-to-the-economic-promised-land.html] , apparently one more along a trend of left-field provocateurs trying to get managers to think differently. This particular tome, called Smart Swarm, tries to build parallels between instinctive collective animal

Email Intro

So I received some pitching spam on email the other day. Whilst muttering shame on my anti-spam filter, I pondered whether there was anything to learn from my cyber assailant. Here’s what I received: > [my first name], I would like to schedule a brief call next week to

Lean Principles

Around two decades ago, Quality was the management buzzword. Since then we’ve progressed, from Business Process Engineering through to eCommerce. In the same way high street fashion recycles, so it seems do business fads. Quality makes a return in the guise of Lean Principles. As seen on the BBC’

True Or False Game

At a fundraiser for their local community initiatives, I came across a cracking idea for a moment of levity at an internal sales meeting. One which can also lead whoever introduces it onto making a serious point or two. At these Walsall Football Club events you pay a pound to