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Follow The 70:30 Rule

A kind of semi-review this, as just before popping towards Covent Garden for drinks with some pals, I was rewarding myself for doing all the must-send mails by the end of the week by reading news items on the web. One of them lead me to http://www.quirkology.com/

The More You Give, The Higher You'll Get Dumped On

Looking forward to hopefully starting a project with an industrial parts distributor/manufacturer based in Sheffield, I met the top sales person Tuesday. One interesting topic was how to gain more share of each third-party distributor’s spend on their kinds of products. An instructive example was with one distributor

Help Buying Processes

Heading back to London on the train, read a fascinating architectural critic’s account of the March 2008 opening of Heathrow Terminal 5 in London’s Times newspaper. By his account, it’s set to be fabulous, on-time and on budget. Deep within the lengthy article were some wonderful comparisons

IBS Talking Points

The mention of IBS may send a teenager into fits of sniggers, but in the context of sales, I discovered the other day it can stand for Initial Benefit Statement. Hanging around in a conference room for a meeting to start, I couldn’t help but notice a few sheets

The Answer's in the Outlet

Met a thoroughly engaging chap today at what’s evolved from an office stationers to become a £200m powerhouse. He’d previously spent twelve years working for Coca-Cola in just about every sales role imaginable. We got to discussing what was best-practice for reps to tap into and he gave

Cricket Coach's Sales Management Tips

An unashamed cricket fan, I’ve suffered from England coach Duncan Fletcher’s misguided thinking since that bizarre Oval Test last year. His demise took place this week, with his replacement promoted from within the current international set-up. I wish Peter Moores all the very best, and in the dozens

We can WE do?

Enjoyable night out yesterday around London’s Shepherd’s Market (between Hyde Pk Corner & Green Pk tubes) with my pal, Richard. He works for a pub operator, being area manager for a few (usually trendy) juicers. He got to talking about his day, moaning he’d actually been required

Finding People That Will Buy 'New'

Came across the Global Entrepreneurial Monitor [http://www.gemconsortium.org/] through Newsnight [http://news.bbc.co.uk/1/hi/programmes/newsnight/default.stm], with a researcher pointing out why UK had some way to go in fostering dynamism in this sector. A couple of the stats made me think about

Sales Team Schoolyards

Can’t kids be incredibly cruel? The kinds of abuse and torment metered out in playgrounds by people under three feet high can be astounding. Usually, the nightmare stops before long trousers become the order of the day. Monday was another crazily hot day in London; it’s August in

Failings of hardwork & effort

Yes, yes, I know this is jokespam, but what the hell. One of my muppet pals sent me this, despite my telling him not to include me in such nonsense emails. It reminded me that fairly regularly customers of mine (all sales people) send me right dodgy stuff. It’s