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Choice Of Two

A crew of us were enjoying breakfast opposite the building site that feels worryingly incomplete at Cape Town’s world cup venue, as the 3½ yr-old among us happily turned our table into a race-track for his toy car. When presented with menu options, the toddler seemed restless. Fortunately it

How Distinctive Is Your Differentiator?

There’s an event on Thursday in Cape Town aimed at creating a community for wannabe tech start-ups, the name of which gives you the gist; Silicon Cape [http://www.siliconcape.com/]. Explaining the concept to me, one of the attendees gave an interesting example of a previous attempt to

Monty's Insight

I caught a chastening documentary on how the Allies managed to prolong the war in Europe and needlessly increase the pyre of bodies, due to internal strife, egos and mistakes of the commanders towards the end of 1944. In a narrative where no leader escapes blame, here’s a quote

The Rainmaker, A Sales Perspective Review

Or strictly speaking, ‘John Grisham’s The Rainmaker’. This gives it away a little, as this film looks at face value like it’s all about a newly-qualified, working-class-boy-making-good lawyer, who takes on the might of an unscrupulous insurance company, over wrongful claim denial for his first case. Don’t

Tap Into Happiness

So according to a Welsh psychologist, 19 June [http://www.telegraph.co.uk/news/newstopics/howaboutthat/5575435/Happiest-day-of-the-year-is-June-19-according-to-formula.html] was the one day of the year when we should have all been at our happiest. Did you feel the vibe? I asked my chief developer in Cape Town this very

Different Colour Shades

For a couple of hours the other day I learned about agri-business planning. The first time I touched this industry was during a couple of years in the early 90s, with exposure to the logistics and sales operations of various meat and dairy producers. The next was to be on

Be A Menu Engineer

Here’s a fella that strikes me as owning his niche. American Gregg Rapp [http://www.menutechnologies.net/] says he’s specialised for two decades in helping eateries make more money purely from altering the presentation of their menu. In the video clip accessed from his website you see the

Harry Turner - The Gentle Art Of Salesmanship

Definitely what you’d call an Airport book, this was given to me by my first close line manager in Sales. How far have things changed since it was released way back in 1985? I’m pleased to report it appears one of the few successful books to be written

Russell From Up's First Sales Meeting

I was treated to the humorous ‘confessions of a failed salesrep’ the other day by a friend of mine that, shortly after leaving uni twenty-five years ago, had tried three sales jobs. He found it amusing that he’d left each one without selling a bean. He explained that he

Added Objection Handle Nuance

Do you feel that objection handling as an art is one essential skill that few salespeople truly master? As a cubrep, the process that got drummed into me involved five steps: Empathy, Explore, Confirm, Response, Action One of the reasons that I found it to work so well, is that