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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

Basketball Resolve

I share in the bewilderment that American sports bring to the vast majority of people on the planet. Physically attending huge such events in their homeland merely compounded the fog. Yet there are the odd couple of American sports people of which I’ve heard. One of them is Michael

Wolfish Wisdom

I caught a glimpse of an entertaining niche in management and team training on a BBC World rolling news segment the other day. A group of German forest rangers teach leadership lessons based on how wolves behave. In lovely footage from the wolves natural habitat, one of the experts divulged

Quick-Pitch Tips From Browser Wars

I was so happy to come across this. A judicial ruling means Microsoft now must alert consumers to a choice of browsers. So BBC’s usually tepid Click team asked the main players to tell us why they should be chosen [http://news.bbc.co.uk/2/hi/programmes/click_

Three Distinct Stages

I found Jill Konrath post a piece of PR for her upcoming book [http://www.sellingtobigcompanies.com/content_display.jsp?top=8494&mid=8546&siteObjectID=110194&pf=t] which suggests that buyers go through three separate mindsets during a deal. What I like about them is that

Personal Paradigm Shift

Losing deals? Not sure why? In denial perhaps? I came across a summary of 1962’s “landmark” The Structure Of Scientific Revolutions written by Thomas Kuhn, the lessons of which could help any sales person in a dip get back on track quicker. (Here’s a different overviewfrom wikipedia. [http:

Banish Your Asphyxiating Building Regs

I was pleased to find another sales tidbit in the eco-agenda book I referenced yesterday [https://salespodder.com/challenging-tekkies/]. In a well-argued demolishing of the unnecessarily fraught, ill-considered and mis-focused British Building Regulations, particularly in the context of failing to discourage dormitory towns and walkability, the following desire emerged: >

Challenging Tekkies

In downtime lately I’ve been reading a couple of books that have an entertaining subtext; scientists can be wrong, you sometimes need to stand up to them. Sample quote: “…the arrogant side of science; a belief that it should have monopoly over the debate.”1 The precise context of

Occam's Razor

I can thank Michael Brooks [http://www.michaelbrooks.org/]‘ 13 Things That Don’t Make Sense for reacquainting me with Occam’s Razor. This is a principle that whenever you need to find or choose a solution, the simplest one tends to be the winner. It is reminiscent of the

What They Don't Teach You At Harvard

Mark McCormack, as he likes to point out on every other page of this best-selling memoir, is the man ‘who made Arnold Palmer rich’. Indeed, Mark McCormack covets credit for founding the entire sports management industry. He wrote many books aimed at telling a general business audience what you need