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Customer Situationship Management

CSM, hey. Should it catch on? As the enlightened open up in a way that finally feels for good, let us pause and consider the impact the various distancings, border closures and restrictions generally wrought on those seeking relationships. The label situationship comes from the world of dating. When two

You Hear Cannons Or Trumpets?

> "Buy on the sound of cannons, sell on the sound of trumpets" Wisdom from back in 1810 attributed to London financier, Nathan Rothschild. At a time when peace was an uncommon time, the oft-listenable Singaporean David Kuo reminded his 'smart investors' of this advice as Putin maniacally eyes invading Ukraine.

Facebook Video Negotiation

I am sorry to report that I've heard a couple of people connected to Sales lately talk down any video future. Well. There were those who said the car would never catch on. They couldn't go any faster than a horse. There were no roads. Manoeuvring them was far from

Meeting Cover Art

A book has its dust jacket. Music albums of whatever medium have their sleeve artwork. Magazines have their glossy covers with masthead up top. Even our Proposal documents typically have some kind of title page. Although hopefully not one stipulated by an ivory tower type of 'corporate comms' body. [hint:

Video Clips In-Call Warning

In a coffee shop, a welcome shot of re-normality was served up in the form of a pitch meeting on the table across from me. From the buyer's opening of, 'what can you do for me, then?' I couldn't take my ears off the exchange. A text-book call it

Bottleneck Prospects

We're all familiar with the label of bottleneck. Everyday use refers to 'a point of congestion'. No-one wants to be snarled up in traffic behind one in a narrowing roadway, for instance. On a production line, they lead to more needing to be processed than the system can handle. Work

Two Envelope System

I could hardly believe it. I was dismayed to just hear that the ridiculed 2 Envelopes System was still around. Even when I took my Enterprise Sales baby steps three decades back, it was mauled by many encountering it as a method of madness. Procurement Departments would insist on a

More Moon Boarding

[https://wyldemoon.co.uk/wylde-moon-board/]English tv presenting rose Holly Willoughby receives unusually crushing press at the moment. Her latest attempt to cash-in on her huge profile seems to have backfired. Beyond being the 'everygirl' daytime smiler appealing to millions of social media followers, she's now tried to mimic the

Have You An Off-The-Wall Plasma Objection Handle?

Heard an interesting response to the price objection just now. The solar panel sector – who call their wares PVs after the photovoltaic cells that drive them – often get the-sharp-intake-of-breath treatment from corporate building managers when first providing costs. As you might imagine, such a beast gets obsessed with unit prices.

The Right Tool For The Job

I was reminded recently of a football manager's analogy [https://salespodder.com/would-a-chippie-trust-a-brickie/] from a few years back; 'you don't ask a brickie to hang a door, do you?' When canvassing cold old-school, I know when I'm talking to the wrong person. It's when they dismiss my opening query