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Centrally Sidelined

I spoke to a client of mine as he was working from home, desperately trying to attend to a fixer from the water board to repair his meter. He was explaining how like any such business, their ERP-add-on reporting software user-base experienced an element of attrition each year. Yet for

Is There A Buyer's 'Five Tests'?

I note that the issue of Britain’s embrace of the Euro briefly reared it’s head for the chattering classes just now. I’ve always felt this a non-issue, a political dead-end, because whatever your stance, it is impossible to imagine a time when the required referendum would ever

Review: Seth Godin, Tribes

I really wanted to like this book. And that might be one of a couple of key barriers that potentially precluded me from the enjoyment I hoped for. When you look forward to something with the anticipation that it’s about to give you a crucial insight, one that’ll

Who Guides These People?

You know the story. Sign up for an enticing freebie report online. Read report. Consider it inconsequential. Receive pleas for dialogue from reps via email for next millennia. Normally these get spam-filtered out, but here’s the main body from a dastardly one that sneaked through. > “I hope these

VIP Nights

I picked up some interesting figures from the efforts of a Swansea retailer. Their boss liked to run an event that he said never failed. In the run up to Christmas, where he apparently made two-thirds of his money, he’d invite his best customers to a special night where

Any Sociopathic Tendencies?

With the recent blanket coverage in the UK a pair of horrific child abuse cases warrant, a recent book called The Sociopath Next Door (by Martha Stout) has received a fair amount of analytical airtime. One particular tenet is that you cannot spot a sociopath because they appear so normal

The Agendaless Meeting Imbalance

Although I abhor the circularity of talking doom and gloom, I must face reality and reflect the current selling environment. I know of a company that, despite seeing growth in 08 and enjoying strong positioning in place for 09, has just endured a round of cost decimation in preparation for

Recession Busting Lick Of Paint

So everywhere in the Free World is in credit crunch precipitated shrinkage meltdown. Thankfully for those of us whom refuse to participate in the recession, the world ought not stop turning. The other Saturday I spent a most pleasant evening with a few pals drowning our sorrows over the cluelessness

Tescopoly Sales Dominance

I’m quite a fan of Gerry Robinson. I thoroughly enjoyed his attempts at improving a tiny corner of the manifestly unfit for purpose NHS. Possibly because it confirmed my existing prejudices from personal suffering through their ineptitude, and I blogged on his trials here [http://salespodder.com/less-big-picture/] and

Gladwell's Culture Matters

On Monday night I went to one of Malcolm Gladwell’s two back-to-back London talks as part of his new book promotion. His challenge to get you thinking in different ways is one I admire. And deservingly lucrative. He’s sure to have his third successive best-seller, as a broadsheet