Salespodder (Page 207)

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Which Jargon Puts Off Your Prospects?

I was involved in a discussion recently where an industry insider was frustrated with the accepted term for a key offering. He detested the phrase Managed Print Services. Abbreviated in his sector to the even more irksome initials MPS. He was clearly annoyed that, first, it failed to get across

Flatten Devastating Deal Flutter

From their page on aeroelasticity [https://en.wikipedia.org/wiki/Aeroelasticity] the wiki definition for “flutter” – so toss that coin – is “a dynamic instability of an elastic structure in a fluid flow, caused by positive feedback between the body’s deflection and the force exerted by the fluid flow”. I

Draw Your Way To Sales Success The Rio Olympic Team GB Way

[http://www.bbc.co.uk/sport/olympics/rio-2016/video/p045c8vw] Drawing is a skill I’m always keen to (re)introduce to salespeople. Counter-intuitively, sellers tend to shy away from leaping up in front of a prospect and let their marker pen do the talking. I was delighted to see

Thinking Thursdays

The Rio Olympics. Team GB win women’s hockey Gold. I avidly watched the entirety of their knock-out matches. Forget the fact that in both semi and final, vanquished opponents Kiwi then Dutch had all the play. Our girls never knew they were beaten. An incredible belief coursed through their

Sales Cycle Dominance From The Rio Velodrome

The vaunted “marginal gains” philosophy pioneered by all-conquering British cyclists once more produces peak performance in Olympic arenas. Continuous improvement has moved far beyond American-reject fed Japanese total quality management to underpin stellar sport success. At every turn during the Rio Games, there’s a story of how such forensic

Have You A Final Thought?

In between Olympiad sessions, I caught some good selling on telly. There’s a “supervet [http://www.channel4.com/programmes/the-supervet]“. An Irishman, he talks quickly with much indignation. He feels patients suffer at the hands of the medical establishment. Practically anyone that’s dealt with the NHS over several

Are Your Prospects Following A Collaborative Model With You?

[futurecapetown.com/] I knew a good friend at uni reading Town Planning. His favourite joke involved the sewage farm adjacent to the pleasure park. Ahem. Perhaps I follow Cape Town’s urbanistas [http://futurecapetown.com/] in part to prove we’ve moved on this past three decades. Above is a

Which Bids Make Your Olympic Podium?

During the electric quarter-finals session of the Rio rugby 7s, it was suggested to the Englishman coaching the much fancied Fijians that his first goal must have been achieved by qualifying for a medal match. After a dismissive but polite sigh, he shrugged, “the only goal is the Gold”. For

Gegenselling

With the bi-annual failure fest for an Englishman that is each international football tournament done, taking stock of the club season just completed there is only one real story. Yet in the wings perhaps this next coming season’s fairytale is already taking shape. Twelve months ago I was privileged

3 Intellectual Jokes That Cream Your Sales Numbers

It’s silly season in the English media. The rapacious buzzfeedification of which leads to articles like 14 jokes only intellectuals really understand [http://indy100.independent.co.uk/article/14-jokes-only-intellectuals-will-really-understand--bygkJDJeyvb] . Ever happy to jockey a news trend for salesjacking, here’s three you can use in the field to get