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Abacus Transaction Cost Shifts

Bloomberg News introduced me to the latest in a long-line of recently uncovered shady financial practices. It involves hiding the true state of losses by misleadingly moving around debt positions; their scrolling headline text “ Abacus transactions allowed Goldman Sachs to shuffle debt risk like beads“. Whilst such a policy rightly

Process versus Pointless

I’ve long been amazed by how different a winning salesperson’s thought processes can be when compared to their lesser-achieving counterparts. I was summing this up for someone unaware of the workings of the sales world the other day, and used the ‘serial as opposed to parallel’ analogy. Thinking

3-Part Cold Call Process

I enjoyed the warm glow that came with seeing a non-salesperson successfully make some cold calls the other day. And what a pleasure it was. Admittedly the calls weren’t icily arctic, but work was still needed to get over the line to fix up the requisite face-to-face meets. It

B&Q Driving Force

Always captivated by entrepreneurial vigour, one tale I enjoyed learning involved B&Q. They changed the face of their sector in the UK, and latterly all over the world, even opening their giant DIY retail warehouses in China. When delving into the story it’s clear that of the

Canvassing Like Getting On Oprah

I guess we all reach that stage in life when you find that all the telly you watch is only late at night. I once saw the founder of Mumsnet say her busiest activity is between nine and ten o’clock at night. It was about this time that I

The Secret Is In The Dirt

Having stayed up absorbed by a compelling final round from Augusta, I was obviously a little disappointed for my man, Lee Westwood. Yet it was clear that Mickelson played a blinder. His outrageous shot to within a few feet from the trees at the 13th will go down as legendary

Six Sorrell Sales Tips

CNBC’s The Leaders often offers fascinating insight into leadership. It can frustratingly be because the CEO interviewed exhibits a bewildering lack of any traits traditionally associated with being a leader. Refreshingly the bouncily talkative CEO of the world’s largest ‘creative’ conglomerate, Sir Martin Sorrell [http://www.cnbc.com/

Creating Conversation

I was a victim of the hype and wanted to watch the 1st-tee shot of Cheetah Woods from the US Masters last night. Unfortunately, and perhaps fittingly, the live feed from the golf course went down and pictures failed to reach across the globe. I tried to see if there

Calculating Day Rates

I’ve blogged on daily rates for consultants (mainly ‘sales’ ones but equally applicable if you’re trying to sell such services) and noted the 1/100 concept [http://salespodder.com/whats-my-daily-rate/]. In discussions earlier this week (with a consultant in a different field from sales) I came across an

Gauge Political Standings From Feedback

In the storm that is often swirling around a large sales meeting with a prospect, it can be difficult to understand and follow the agenda(s) of each participant. It is usually the case that the salesperson focuses solely on every word, glance and gesture of the person in the