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The Sales Coach Richard White 2015

I found myself near a wonderfully modern library boasting one million books. How many do you think were on Sales? Sixteen. The heart sinks. Actually, it’s slightly worse. Only fifteen. Because one book had the honour of two copies. Naturally, I was keen to pick out the doubly-featured. I

How Edge Is Pitched By Microsoft

Browser wars. From Netscape through IE to today’s more varied than ever marketplace. How do the makers of web browsers set themselves apart? I’ve touched on this before, with its parallels to when we sell our solution offering in a crowded field. I wonder how relevant today a

How A Recipe Card Can Help Both Your Prospect Sell And Deal Focus

[http://www.allrecipes.com] Esmee Williams joined allrecipes.com as employee 18 in 1999. Today she is VP for brand marketing. She knows what makes a homemade recipe popular with their mainly ‘harried and middle-aged’ audience; > They prefer five to seven ingredients that they can find in their kitchen

Dressing Your Sales Room With Wolves

[https://www.bbc.co.uk/sport/football/45567456] My first ever sales office was overwhelmingly what today might dismissively be called greige [http://salespodder.com/stop-your-digital-greige-pitch/]. Big bulky plastic wooden single seater desks on industrial dirty blue carpet tiles surrounded by off-white pre-fab walls. Yet even that was an advance

You Say Problematize I Spell Trouble

Sometimes when you hear a word new to you, you are startled. Especially when it’s the kind of portmanteau so obviously coined by a new generation. And so this hit me when I heard someone, without any hint of irony, casually drop into conversation the word “problematise”. I simply

Still Running Windows 3?

[https://en.wikipedia.org/wiki/Windows_3.0] I caught a discussion on the world’s largest buyer of fax machines. Yes, in 2018, the British National Health Service wear this shameful laurel. The deeper context was in the mediocre performance of the tax-funded, free-to-all care provider. This time not

Political Party Personification & Your New Push

“Imagine the Party was a person…” This was the instruction given by a market researcher to a focus group in the English town of Crewe. In a room of what claims to be the world’s first ever railway hotel, built perhaps in the 1830s. She gave the assembled panel

Swanky Student Kitchen Storecupboard & Meeting Call Prep

The English chatterati are besides themselves. The most upmarket national food retail chain dared to suggest to parents what to fill their offspring’s suitcase with as they venture off to uni this Autumn. Specifically related to a storecupboard essentials [https://www.dailymail.co.uk/femail/food/article-6159227/Supermarkets-troll-Waitrose-upmarket-list-student-storecupboard-essentials.html]

The 60-30-10 Rule Of Interior Design And Your Funnel

I had precious few discussions on the optimum make-up of the winning funnel as my career began. When suffering being ‘sales managed’ myself back in the 90s, one constant refrain, whilst a perhaps disputable general reminder (“you can never have too much on the go”), failed to advise on the

Filling Your Prospect's Space Station Hole

What did your prospect do when a hole first appeared in their hull? This week the Russian Soyuz spaceship, happily docked on their side of the International Space Station, sprang a leak. Or so they thought when oxygen pressure levels dropped. The initial theory that a tiny piece of meteoroid