Salespodder (Page 355)

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Just One Page

As I merrily helped put together a document for “Executive” consumption, I stated that a certain topic wasn’t succinct enough. Protests abounded. They had so much to say that it simply all had to be kept in. The problem I had was that the info didn’t fit onto

Boost Your Reputation

I caught a snippet the other day where a PR consultant (formerly of the UK’s Press Complaints Commission) mentioned an old adage that ‘reputation’ is based on just three things: > what you do, what you say, and what others say about you. I sense this suggests the following

The Difference You Bring

I chatted over a drink with a chap that was once at an international finance summit. Attendees included Gordon Brown, in his then capacity as the UK’s purse-string holder. He noted that in the technical detail of such forum, he posed one key question for Brown. After joking that

Breaking The Unbreakable

A couple of weeks later, you’re maybe ready to laugh about it. In the days before laptops I remember walking up shaky portacabin stairs in a gale-strewn mid-winter with a colleague and dropping a ludicrously expensive and commensurately weighted server. The damage suffered meant that the machine would turn

Childlike Positivity

Someone with extensive experience dealing with special needs children was telling me the other day how you should frame a request in a way that doesn’t tell somebody to do something. As most of us will acknowledge, issuing a military-style command can miserably miss the desired results. Screaming “you’

Training Returns

I’m often asked to run ‘training’ sessions among my clients. The nature of the actual ‘event’ is typically either a session around 90-minutes as part of a broader Sales Conference-style agenda, homing-in on one specific sales element (most commonly about selling new products at the moment) or a full

Buffett Value Approach

Everyone has nothing but praise for Warren Buffett. He even manages to be self-confessed best-friends with his rival for Planet’s Richest Person, Bill Gates, in a world where surely Hollywood would dictate they are bitter sworn enemies. As judged by the S&P 500, which has grown by

Neil Rackham, Spin Selling

Fads and buzzwords can come and go, yet can you think of another concept that has spread so widely throughout selling in the last two decades? A sales trainer told me that this seminal 1988 guide is the biggest shifting business book that its publisher, McGraw-Hill, ever had. Ask any

Elite Team Management

There’s a Global Sport Summit that this year is in London. Sport Coaches from around the world gather to swap ideas, and three major England coaches were caught by the BBC [http://news.bbc.co.uk/sport2/hi/football/8322759.stm] discussing how to get the best out of

Quote or Early Invoice?

I just saw a document presented to someone in the hope of gaining an order. It was one single sheet of paper and featured, rather prominently, a figure in the region of $75,000. It included payment terms, bank details for electronic funds transfer, and seven ‘product lines’, none with