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Quick Hit versus Toe-in-the-Door

I was faced with a tricky dilemma the other day. Across the table from me was a chap running a successful injection moulding plant. His machinery-filled busy factory floor helping to produce just over $1m a month of product. He was conscious of an 80/20 imbalance. He was certain

Campaign Legacy

I saw the boss of a WPP-owned “communication channel agency” (basically PR person Ryan Williams, Group MD, Nota Bene) on telly, and was pleased to see him come across rather well. He was asked how firms could make the most of a huge event (like the World Cup). The issue

Understanding

Surfing through the largely irrelevant sales section of the Entrepreneur [http://www.entrepreneur.com/management/leadership/leadershipcolumnistraysilverstein/article178590.html] site the other day served up one of the best one-liners I’d heard in a while; > ‘people buy from people that understand them’ How do you test that your

Project Implementation Memorandum

This grandiose title relates to a doc appreciated by a particular business funder. I get the impression it is for endeavours that have gone past the ‘prototype’ stage, yet are still to fully understand a comprehensive business plan. After a meeting with them recently, they kindly provided a checklist of

Set The Standard

I learned through a TV interview that Steve Ross, the American head-hunted to turnaround retail chain Edcon [http://www.edcon.co.za/default.aspx], has managed to more than double the size of the business and return it to healthy profits. Consequently, he’s considered somewhat a leadership guru in

Single Meeting Syndrome

Despite how fond reps are of swapping war stories, recounting outrageous one-liners that prompt shaky hands wavering with a dripping pen to finally scrawl on the dotted line, the winners all realise that Closing is a Process. Where lack of appreciation of this can be most starkly highlighted is what

Cutting The Ribbon

> “When [the CEO] is standing up there and cutting the ribbon what we need to have made sure is…” This was a joyous phrase I heard in a post-sale project management meeting I was involved with the other day. There were two elements to this that impressed me: 1.

What's Changed

One terrific way of opening a meeting, whether during a first-time campaign or as part of an account management process, is to start off by asking “what’s changed” since you last got together. Yet the other day I was in a meeting where our last get-together was only the

Darwinian Difficulty

There’s all sorts of wonderfully produced BBC documentaries celebrating Darwin’s 200th birthday and the 150th anniversary of his Origin of the Species publication. One such programme focused on what Darwin did not know at the time, and pondered whether it added or subtracted from his proposition. One base

Brad Sugar's 5 Ways

Flicking through the Entrepreneur mag [http://www.entrepreneur.com/], I came across a fella peddling his ownfail-safe system [http://www.bradsugars.com/page.php?page=5ways]on how business owners can generate crucial extra profit. It’s not without merit, and reminded me of the simplistic approaches sales managers like