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Leave When Snubbed

This is a good post on Selling Power’s blog by a chap called Oren Klaff [http://blog.sellingpower.com/gg/2011/02/when-mr-big-cancels-your-meeting-frame-him.html] . It’s well worth reading if you travel to prospects for meetings and have had the experience of the top dog that you’ve come

Four In Five Need Process

I don’t land at Selling Power often these days. Not since it went, well, a bit too ‘American’. I don’t mean the good bits of Americanism of course. The can-do-ness, the innovation, the praise where it’s due and, to quote Stewart Lee, the prawns five times the

Your Cat-Poo-Chino

[http://www.facebook.com/urbancoffee] Encroaching towards the mists of marketing I know, but I couldn’t resist this story. I myself go out of my way to occasionally use the coffee house featured in this national Daily Mail article [http://www.dailymail.co.uk/news/article-2000209/Enjoy-cat-poo-chino-Coffee-shop-serving-drink-beans-passed-civet-cat--9-cup.html] when

Wii U Waffle

[http://www.guardian.co.uk/technology/2011/jun/07/nintendo-wii-games-console-technology] Here’s one from the world of consumer gadgetry. I just heard the Aussie head of Nintendo in the UK, David Yarnton, give an interview on his company’s new games console, the WiiU, from its USA tech show launch.

Faulksian Plot

Being a huge cricket fan, I often find myself with Test Match Special [en.wikipedia.org/wiki/Test_Match_Special] on in the background wherever I am in the world. Apart from when the pitiful Christopher Martin-Jenkins or bland Simon Mann are commentating. So I was annoyed to be torn

Buying Bias

[http://hbr.org/product/before-you-make-that-big-decision/an/R1106B-PDF-ENG] You know you’re on the back foot when your prospect doesn’t share their buying criteria with you. Likewise, when you get to shape such potential assessment, you’re on to a winner. In either case, what can you do to shore

Are You A Symbiotic Vendor?

[http://www.itbusinessedge.com/cm/blogs/enderle/emc-exploring-the-symbiotic-vendor/?cs=46974] Or are you instead, a parasite? America Tech industry blogger Rob Enderle recently reminded [http://www.itbusinessedge.com/cm/blogs/enderle/emc-exploring-the-symbiotic-vendor/?cs=46974] us of the all-too typical account management thrust. Is your firm’s > “focus on bleeding

Incumbent Checklist

Back when the Earth was flat, One training session I had wasHow To Protect Your Customer Base. Apparently, competitor reps were shady and sneaky and would stoop to unimaginable lows to break into our accounts. Although these papers I recently came across in almost dark and moist cobweb ridden storage

Are You A Sounding Board?

I caught a recent 70sec video from a Global Product Manager. The reason I clicked on the link was because because I’d been to where he’s based (IBM, Lexington) and he’s an MBA. Then, after saying the obvious – that he looks to financials to judge the success

Easy Lead Riches Mirage

I recently got spammed by an American email marketing outfit. One of their three main strands is described by their web spiel thus; > The days of batch and blast email marketing campaigns with low response rates are over. To convert raw inquiries into sales ready leads, modern marketers need