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When Small Amounts Outweigh The Large

London’s Daily Telegraph stole an incredible march on its rivals by publishing the expense claims [http://www.telegraph.co.uk/news/newstopics/mps-expenses/] of UK MPs. Whatever your moral or political stance on whether the elected representatives are underpaid and overworked or cosseted fraudsters, you cannot deny that three

Corrective Repetition

Presentation skills training is a rare privilege in the career of a rep. I myself had a solitary half-day course in some central Birmingham hotel given as part of a national roadshow by a national training company. And the truth about their views are that they added for me practically

Cold Calling Valid Business Reason (VBR)

Flicking through Miller-Heiman’s online resources, a pdf entitled Phone Prospecting Strategies To Get Your Foot In The Door naturally caught my eye. The meat was on a single page, which is always a winner, although not so good were the accompanying cover and back sheets. They’re superfluous and

Double-Bubble Barter

How desperate for you is your prospect? It’s an interesting question because the more they need what you offer, the swifter you should be able to close and, even better, the less you will be required to discount which, in these credit crunch recession times, could define your year.

What's Your -ism?

When men get together here’s proof that it’s not just sport, the battle of the sexes and general nonsense that we discuss. My friend Murray and I were reminding ourselves that our heydays of cuemanship were well behind us when, upon my missing an easy straight pot, I

Effective Competitive Intelligence

There was an event I was unfortunately unable to attend that I recently received some collateral from afterwards. It was on a subject that interests me partly because I myself often get paid for providing a type of service in this arena to salesteams, namely competitive intel. My analysis on

Anecdotes From 93

In a recent clearout of ancient files, I could hardly believe my eyes that I still had a couple of mags someone had given me from 1993. Such hoarding would normally be inexcusable, but on this occasion they were part of a box crammed with sales advice I collected from

Chandler's Plea For Integrated Learning

I think we all acknowledge that traditional training – typically a day or two scattered around the year on almost random, standalone topics – does not yield results. Yet common ground is hard to find on any precise nature of a preferable on-going model. My personal approach is to deploy a recording

Your Collective Noun

Picture the scene. You’re in an internal sales team meeting and people are moaning. Product, marketplace, environment, marketing, competition, support, pricing, production, commissions. Take your pick. You know you shouldn’t get involved, but the herd mentality kicks in and the downward spiral destructively crashes ever deeper. I recall

Changing Course

Following a recent discovery over a few cheeky Jamesons [http://www.jamesonwhiskey.com] and consequent investigative webtertainment, I’ve become quite a fan of management consultant McKinsey’s article repository [http://www.mckinseyquarterly.com/]. As they request registration, I shan’t steal their thunder, although I’m compelled to point