Salespodder (Page 349)

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Fabio Management

England’s great hope, Italian Fabio Capello, offered yet more insight into his (hugely successful) management style through aTelegraph [http://www.telegraph.co.uk/sport/football/world-cup-2010/teams/england/7307637/Fabio-Capello-English-footballs-man-in-the-middle.html] interview. Whilst a lengthy features piece, at least six techniques can be gleaned that many a sales manager

Your Attitude Dish

I spent twenty minutes R&R last night reading the always entertaining AA Gill [http://www.timesonline.co.uk/tol/life_and_style/food_and_drink/eating_out/a_a_gill/article7030781.ece] review a recently opened London foodie haunt. It was partly because a friend had recommended it

Animated Drive

Here’s an entertaining quote I picked up as the last paragraph of an interview [http://www.independent.co.uk/arts-entertainment/films/features/john-ratzenberger-pixar-perfect-1908350.html] with an actor that’s been in all 11 Pixar films to date. This apparently makes him the 6th highest grossing movie star of all

Scarves On The Slopes

I caught a review of the latest annual Davos shindig. It investigated (with a mixture of surprise and pride) how S Africa apparently made the biggest impact of any country for decades at its World Economic Forum, and all despite the worldwide abhorrence its president’s polygamy engenders. Apparently, in

Quick Hit versus Toe-in-the-Door

I was faced with a tricky dilemma the other day. Across the table from me was a chap running a successful injection moulding plant. His machinery-filled busy factory floor helping to produce just over $1m a month of product. He was conscious of an 80/20 imbalance. He was certain

Campaign Legacy

I saw the boss of a WPP-owned “communication channel agency” (basically PR person Ryan Williams, Group MD, Nota Bene) on telly, and was pleased to see him come across rather well. He was asked how firms could make the most of a huge event (like the World Cup). The issue

Understanding

Surfing through the largely irrelevant sales section of the Entrepreneur [http://www.entrepreneur.com/management/leadership/leadershipcolumnistraysilverstein/article178590.html] site the other day served up one of the best one-liners I’d heard in a while; > ‘people buy from people that understand them’ How do you test that your

Project Implementation Memorandum

This grandiose title relates to a doc appreciated by a particular business funder. I get the impression it is for endeavours that have gone past the ‘prototype’ stage, yet are still to fully understand a comprehensive business plan. After a meeting with them recently, they kindly provided a checklist of

Set The Standard

I learned through a TV interview that Steve Ross, the American head-hunted to turnaround retail chain Edcon [http://www.edcon.co.za/default.aspx], has managed to more than double the size of the business and return it to healthy profits. Consequently, he’s considered somewhat a leadership guru in

Single Meeting Syndrome

Despite how fond reps are of swapping war stories, recounting outrageous one-liners that prompt shaky hands wavering with a dripping pen to finally scrawl on the dotted line, the winners all realise that Closing is a Process. Where lack of appreciation of this can be most starkly highlighted is what