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Should Mavericks Be Tamed?

Had a cracking weekend with pals of mine in Manchester, and on the flight down (sounds extravagant but was unbelievably both half the price of the train, and half the journey time by car!) I suffered the bland sandwich that is BA’s in-flight “high life” (who are they kidding?

The "Just Looking" Badge

What a great idea I came across reading a mag this morning, from a car dealership in an American town called Union; Planet Honda. There’s a reception area where each new potential customer wanders in, and get asked what they’re looking for. If they answer as the majority

Fire-Breathing Interrogation

Last night saw my fave programme [https://salespodder.com/enter-the-dragon/] on telly at the mo’, Dragons’ Den. TV editing can of course be deceiving, yet it was noticeable last night how, beneath the shroud of pretending to ask for in depth P&L details, the potential investors actually made

Cross-Dressing Destruction

Had a cheeky drink the other night with a few boys from one of the world’s largest solution sell organisations (IBM no less), and heard an outrageous story about how one of their number once achieved promotion, a decade or so earlier at a previous, also large, firm. The

What Type of Questions, though?

It is the perennial mystery for sales managers – how come there are so few good reps around? In any profession, there are the top performers, a few percent that stand out. Then at the bottom, are those who you wonder why they ever got into this game, about to be

37927

A number to remember. Andy Dufresne’s prison number. And for those familiar with Shawshank Redemption, you’ll know that’s not pronounced as it looks. It’s not really necessary to ‘review’ this outstanding flick as such – so much exists elsewhere as it’s always in the top 3

Proof for Freakonomics’ Bagel King

I blogged some time ago about the usefulness of Leavitt’s book [http://salespodder.com/?p=46] for the salesman, and raved about it being a sterling read. I was in a meeting (in groovy offices near London’s Butler’s Wharf) pitching to a decent chap called Sanjay that’

Easy 1 in 6ers

In the early 90s I read a fascinating book all about how technology products need to alter their selling mindset when trying to break into the mass-market, once enthusiastic first-adopters had already jumped on board. It’s by Geoffrey A Moore, called Crossing The Chasm. My attention was drawn to

Overcoming Boondocks Mentality

I learnt a new word yesterday; boondocks. A pal of mine’s started selling in America, and when cold-calling (if they ever manage to get past the evil voicemail culture!) the fact that they’ve been successful worldwide appears to cut little sway. Apparently, being big in England means little,

Enter The Dragon

From the start I’ve loved this show. For those not in the know, this isn’t a pop-ideas show like American Inventor, Dragons’ Den [http://www.bbc.co.uk/dragonsden/] uses 5 self-made multi-zillionaires who are pitched business brainwaves with a view to getting them to commit a specific