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What Steps Can Your Prospective Client Expect

Back in the day, as a cubrep my most trusted learning came from process. Not tabs that you fill-in on a sales reporting system. Nor various triggers, gateways or activities as stipulated by some training guru. More about what I now term your winning pattern. That sustainable, repeatable, successful number

Don't Sell Like UK's Eurovision Entries

> I am amazed how people miss this game-theoretic point. You would stand a better chance of winning if you shat on the stage than if you produced a very good song similar to two or more other songs. This is why entrants should never be chosen by committees of experts.

Horsemen of Bad Prospect Apocalypse

[https://www.tiktok.com/@thealexscot/video/6964181618114235653] This short viral video clip [https://www.tiktok.com/@thealexscot/video/6964181618114235653] seems a repackage of content from eight years prior [https://www.gottman.com/blog/the-four-horsemen-recognizing-criticism-contempt-defensiveness-and-stonewalling/] (alongside antidotes [https://www.gottman.com/blog/the-four-horsemen-the-antidotes/] too). Nothing wrong with that, provided the concept

Wells Fargo Dirty Money

> ‘…damn right I ordered the Code Red’ The words from the denouement of the 1992 film A Few Good Men.Jack Nicholson’s colonel admits to the nods and winks and more that led to a soldier’s beating. I couldn’t help but remember this iconic movie moment phrase

Missing Orchestra Pieces

[https://www.dailymail.co.uk/sport/football/article-9607339/Jurgen-Klopp-says-Man-City-NOT-won-Premier-League-plagued-injury-crisis.html] > “So a football team is like an orchestra where plenty of people work together and if you lose one piece you might be able to still do it, but if you lose two then it becomes difficult.” The reported assessment

The Flight Attendant FBI Case Wall

A kind of whodunnit, based around a wrong-place, wrong-time in denial yet functioning alcoholic. Subject to re-visioning her past and voices in her head of the victim. It might sound a tough watch, but leave the total implausibility of the plot behind and eight slick, fast-paced episodes fly by. Despite

Plan B Whiteboard

> 65/ First sketch of Plan B, PM study, Fri 13/3 eve – shown PM Sat 14/4: NB. Plan A 'our plan' breaks NHS,>4k p/day dead min.Plan B: lockdown, suppress, crash programs (tests/treatments/vaccines etc), escape 1st AND 2nd wave (squiggly line instead of 1 or

Competing Against Copycats

Cecilia Monge gains much internet sympathy [https://nypost.com/2021/05/24/converse-accused-of-sneaking-rejected-interns-shoe-designs/] this week. And perhaps anything ranging from crowdfunded recompense to even a stellar job as a result. Offered by inflamed fellow designers themselves similarly ripped off. Or a design department incensed at the injustice she seems to

Forget The Money To Zhong

> “money alone is not enough; my goal is much higher” This appears to be the mantra of the current richest person in Asia. Zhong Shanshan of China recently floated his company in Hong Kong and at time of blogging, is worth a blockbuster $64 Billion. Staggeringly, coming mostly from his

Woop Prospect Goal Setting

WOOP is the goal setting framework of psychology professor Gabriele Oettingen [https://en.wikipedia.org/wiki/Gabriele_Oettingen]. It is interesting from our Sales perspective in part because it offers a possibly door-prising alternative prism for getting into the heart of prospect ambitions. Always a winner when we aim to