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Unsolicited Navigation

So last week I sent 14 emails to firms (suspects) where their receptionist told me they had a ‘no names policy’. My email was sent either to a specified address given to me by said first-line answerer, or one I had to get off their website. Typically, these addresses start

Displacing Incumbents

Roger Milla helped light up Italia 90. He was the perfect antidote to the defensive footie and cheating Latinos that had plagued much of the preceeding tournaments. Possibly in his early-fifties even back then, as Westerners like to think can only happen in Africa, the Cameroon President made the national

A British Disease

I’ve been back in the saddle reminding myself of the very beginnings of the sales process. My intention is to secure a customer for a recent product addition from a totally cold start. To this end, I accessed a listing of firms from the ‘software and services’ sector. The

Winners In A Crawl

Caught a decent piece on Newsnight the other day about who wins when economic times get tough. There were some great hints at how you can nudge your products up a notch when all around are doom and gloom from adapting these: Lipstick Theory Attributed to Leonard Lauder, former top

Biscuit Boom

A pal of mine sent me a link to suggest that the choice of Boardroom nibbles can make or break a deal. To get ahead, simply have a plate of chocolate covered digestives [http://news.bbc.co.uk/1/hi/business/7432092.stm] on hand. If you’re selling, then

Clean Shoe Parade

We all love a good war story. Here’s one I heard from a customer today related to hitting target at the Eleventh Hour. With a directory ad sales campaign on its last day, a tarmac and cement company in Retford was cold-called some years ago. The Marketing Director was

The Power Of Expensive

Falling over an episode of The Apprentice whilst chillin’ this weekend, I was minded to continue surfing and settle elsewhere for my hour’s entertainment. This series of the London franchise has had precious little to offer in the way of insights into the world of business, and the calibre

Live Like Monks

Anyone following the remarkable world of ‘arrers’ will be aware that they’ve had in their midst for the past twenty years their own ‘Don’, ‘Tiger’ & ‘Daley’. The player that always takes the major title when push comes to shove. Phil ‘The Power’ Taylor though, suffered a recent slump.

Slaying Procrastination

I met up with a pal of mine for a couple of cheekies in a new Soho juicer the other night. Inevitably, as it was a school-night, we spent a few moments banishing the evils of the day. We soon discovered that we were both exhibiting an alarming tendency to

The Clever Offer Campaign

With a new product to pitch, I’m keen to know what issues are currently relevant to my chosen target market; sales teams. I deduced that one way of researching this, was to check out online job ads for new reps. My reasoning was that with a cheeky half-hour of