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Pay As You Save

This is a phrase I picked up today whilst driving from a radio report about the latest UK government ‘green energy makeover’ scheme. Those households less able to fund the initial new equipment outright are to be offered a ‘pay as you save’ option. I’d never heard such a

Top Ten Downturn Selling Ideas

I was intrigued to come across a doted angel investor’s tips for how the so-called ‘real-time’ social web can make money. This is of interest primarily to anyone interested in how on earth Twitter can capitalise on its bumble-bee deafening buzz. His top ten revenue creating avenues [http://www.

Selling and the Prevention Paradox

I first came across the appealing persuasion tactic of “nudging” last July [http://salespodder.com/think-of-a-nudge-policy/]. It seems a concept with legs. In an article on the Beeb [http://news.bbc.co.uk/1/hi/health/8019357.stm] light-heartedly debating merits of a possible anti-pork national health policy, this delightful

Add Predictability, Manage Risks

Here’s a snippet of wonderful insight I gleaned from someone working in Finance about selling to CFOs. He was talking specifically about hedging. > “Hedging doesn’t add value, but it does manage risk and adds predictability to your business planning” He went on to describe how major shareholders

Do Not Drop Your Price

I blog regularly that solution salespeople should defend their prices to the hilt in these credit crunch recession times and, in some cases, should even raise them. So it was with untold delight that I came across the September 2008 musings of Accenture [http://www.accenture.com/Global/Research_and_

Pyramid Selling Lessons

Someone I fleetingly know walked up to me the other day and asked that wince-inducing question, “what do you think of network marketing?” I duly squirmed through the next five minutes of chat, trying to politely put him off the idea. Later, I dug through my old files to find

Keeping Your Expert Scrapbook

Round at a friend’s pad for a spot of lunch over the weekend, I noticed a flash looking glossy lying about with the seemingly dull title Global Foreign Exchange Quarterly. It was produced by a bank eager to prove themselves as thought leaders to their target marketplace, within which

The Trouble With Uni

Today the English Broadsheets all put their own spin on the latest data about university trends. Starting with ‘facts’, here’s the enrolment numbers for the top eleven subjects students elected to start reading this year: 84,715 Law 76,359 Psychology 69,952 Medicine 66,544 Design 59,895

Don't Dwell On Defeat

Scot Andy Murray seems a highly focused tennis player unencumbered by the demands of rolling news and celebrity tittle tattle editors. After losing his Wimbledon semi to Roddick, it seems he was asked in his press conference [http://www.wimbledon.org/en_GB/news/articles/2009-07-03/200907031246624391765.html] (quarter of

Business Angel TV

Gerry Robinson [http://en.wikipedia.org/wiki/Gerry_Robinson] is a fella that gives good business telly. I’ve blogged [http://salespodder.com/?s=gerry] about his insight before. Whilst the format of his latest show (Gerry’s Big Decision) as these things are want to do, goes out of