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Using Video To Manage Deal Burnout

I've been on literally thousands of sales calls. From accompanying seniors when learning the trade, through my own, to supporting juniors. Not to mention when I've been on the 'other side', as buyer. And latterly, being on those of clients in an observing capacity. Pretty much all of which have

Is Your Implementation Like an EV Startup?

Never one to miss taking a PR utterance of a global exec out of context, here's Ford ceo John Lawler. Discussing the billion dollar losses currently being racked up by its nascent 'Model e' division; "as everyone knows, EV start-ups lose money while they invest in capability, develop knowledge, build

Do You Have A Nickname?

Another piece of clickbait, and I learn about how nicknames from firstnames are formed. It was a short clip before I realised this provides Sales insight in at least two ways. Whether you have a nickname and whether your prospect also has one. I suspect the first organisation nickname most

Overrun Rules of Thumb

I caught a 'reno' expert pass on tips for those wanting to get into buying a fixer-upper property. Namely one that can be 'flipped' at a profit after renovating it. One guideline for the first-timer was that brutal catch, the over-run. They suggested the time-span for typical work - redo

Three Years On

As we pass the three-year anniversary of lockdowns, it's fair to say that I'm noticing two distinct camps when it comes to video calling in solutions salesteams. One veers towards the 2019 model. Reverting to how things were. A drastic reduction in video meetings with prospects compared to the intervening

Your Latest AI Iteration Stress Test

ChatGPT has just announced an update. We all know the perils of this in solutionland. 'Why do we need this?' customers ask. 'Because it's the latest', many boldly implore. Precious little illumination as to any extra wonders which ought flow forth for the embracing client. In the case of

Mini-Nuke Your New Product

Small is Beautiful. Schumacher's dictum may be getting applied to the macro issue of energy. Instead of enormous projects - England's current Hinkley Point power station has a claim to be the most expensive building ever constructed on earth - technology now pursues scaled down, more micro, dimensions. Not quite

Would You Be Inspired By A Team Of Execs Dressed So Dull?

Last week saw the return to London of beauty retail giant Sephora. Eighteen years after leaving the country, allegedly escaping rising rents and stiff competition. A cause for celebration, you'd say. The promo snap up-top was the widely shared ceremonial moment just before the red ribbon was cut. I was

Are You Claiming To Be Billion-Dollar Soap Brand?

Millie Kendall, CEO of the British Beauty Council; “I cannot tell you how many bath and body brands come to me and tell me that they’re aiming to be the next Aesop. But that’s the clever thing about classic branding - if you have the right identity and

Fosbury Effect

Dick Fosbury RIP. An athlete responsible for changing an entire discipline. Which in turn helped frame any progress phenomenon. I came across the Fosbury Effect during B-School. Via the Quality movement, which was enjoying its highest profile at that time. The story is one of true legend. Teenage high jumper