Salespodder (Page 26)

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Are Foxes Counting Your Chickens?

As I often regale, there's an ol' knowing adage passed on to Tigger-bouncing newbies from the wizened counter-of-beans. Namely that despite years of hope, they've never seen a business case where the numbers came to pass. I'm not quite at the 'all

Better Diagnosis Quicker

In my cubrep days, one early Consultative Selling course imparted wisdom given two extremes of doctor. One disinterested, writing in their illegible scrawl, only mumbling to tell you when to take your fresh meds. The other, interested, looking you in the eye, asking you this-or-that, checking any second guessing, wishing

At Least There's A Window

English Indie rock-poppers The Wombats can deliver the odd melody. From frontman with distinctive smooth voice. Although the lyrics of their latest single may well reveal the foreign musician's holy grail of cracking the American market is all too often a place where dreams go to die. The

Exposing The Gulf

You might recognise at least one person on this video still. Aboard their plane. Which comes with the job. Here a couple of aides hold up a presentation prop. In this case, a map. With a southern section of their country showing administrative divisions one-down from the national. Each perhaps

Bionic Reading for Key Text Blocks

Called with different names (Focus Reading, Bionic Reading), the theory behind using bolded letters to read quicker is that the typographical change works because your brain reads faster than your eyes. Or, your memory only needs the first few letters to fill in the gaps. pic.twitter.com/HY7BHIRPIM — Massimo

Magician's Rock Star Metaphor For When Prospect's Falsely Believe They Can Do-It-Themselves

It wasn't long after my cubrep days that I came across one particularly toxic delusion of the internal IT team. In those days, they were firmly under the grip of the Finance dept. A combo which could go out of its way to ensure disaster. Selling innovative modules

Making Merry Memorable Numbers

I was merrily wiggly-waving my fingers and thumb here. Mid-video call celebrating the achievement of a certain number. It reminded me how few people use gestures like this to better engage their fellow participants. A while back, I could run a pair of 45-minuters covering a variety of plentiful techniques

Is Abrupt Turnaround Like Big Late Bid or Big Delivery?

It feels like most of the planet's population has heard of the current purge of government waste suddenly underway in the USA. Related to official foreign aid alone, this chart puts proportional circles on a world map. A kind of bubble chart cartogram. Denoting the largest project spends

There's Nothing More Deceptive Than An Obvious Fact

Arh, the game's afoot. I was reminded of this Sherlock Holmes quote, as so beloved of detective novelists in general, through helping overcome a cold call objection. There's a few ways of looking at it. Yet not accepting things at face value, resolving to question everything,

What's Their Bat 60?

Bat Shed Crazy. The headline writer's dream. Mocking, aghast, anger. At a specific £100m of taxpayer money spent during construction of a stretch of high speed rail in English countryside. On a bat tunnel. It holds a salutary tale for any aspiring solution seller. One repeated all too