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What's The Right Corporate Hospitality

On the packed 0730 flight which started to bring me home, from Melbourne to Sydney, I had the pleasure to sit next to a fella that through googling I now know to be Duncan McRae. I had no idea who he was, but any true rugby fan will know him

An Inconvenient Truth

Spent an interminable number of hours on planes recently as I went to Melbourne to watch England’s total Ashes humiliation. Awesome time though. One of the many movies I watched was on Qantas’ cool on-demand service that every airline should adopt. It’s the 60-min slide show by Clinton’

Team Cold Call Incentives

A company I know have just appointed a new guy to their sales helm. I’ve heard plenty about his lack of talent, so we’ll wait for the results which at some point will tell their story either way. One of his early initiatives was to encourage more cold-calling

The Customer In The Right Story

Over a coffee this afternoon, I decided to read the emailed newsletter from one of my suppliers for a change. Y’know the thing? You get sent them regularly, but never bother reading them. I s’pose the difference with this one was that it came this time from their

What's My Daily Rate?

A potentially attractive new opportunity has recently surfaced through one of my customers. In the old days, we used to do a whole bunch of sales-related activities that added significant value to our clients, such as attending sales meetings and making consultant-type recommendations on how they could sell more. We

Any Spare Budget?

Logged on this morning and got an email from a prospective supplier. Market-initiators Webex provide web-conferencing, and I’ve dabbled with their services (which are pretty good) in the past although for my game, a face-to-face is essential. So they sent me this mail below. And it gave me a

Questioning Conundrums

Had an enjoyable cheeky pint or three with a pal of mine last night who I’m happy to say is a youthful, successful software salesman for IBM. On two occasions he reminded me of a wonderful technique to use when confronted with an intransigent or provocative question. To have

Happy Sales Reps?

I’ve spent far too much time lately hanging around at the behest of the world’s most inefficient organisation, the NHS. Every British politician you hear talk about our health service says all the staff are wonderful and it’s the envy of the world. What a load of

What's The Return, Again?

With a decent glass of Piemonte vini rossi, I was happily snug in a Torino bar around midnight and glanced over to see a copy of the International Herald Tribune. Make no mistake about it, this paper is useless. So many have tried to make an ‘international newspaper’ and failed

Stand Up, Think On Yer Feet

Waiting around for the Ashes coverage to kick-in on the radio (Sunday 26 Nov 06) I happened across Off The Page [http://www.bbc.co.uk/radio4/offthepage/]. They spent most of the time talking about the paradox between the uselessness of mobile phones and their inevitable ubiquity. New York