Salespodder (Page 362)

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Focus On Impact Of Change

Disciples of Solution Selling embrace the recognition of ‘change’ and the importance attached to determining how such changes can affect their sales campaign. After the latest in a long and unfortunately never-ending stream of stolen elections in territories with a false veneer of true democracy, this time in Iran, I

Attention Scarcity

Here’s a thought-provoking concept I read from a Frenchman’s blog, Macro Principles [http://www.macroprinciples.com/2009/04/user-adoption-risks-are-growing-rapidly-for-it-projects/] , quoting Herbert Simon: > What information consumes is rather obvious: it consumes the attention of its recipients. Hence a wealth of information creates a poverty of attention, and a

Can You Cut A Sliver?

I was reminded just now of a thoroughly decent chap called Dylan. I met him around twenty years ago whilst he was doing a PhD on how small businesses make strategic decisions. He is now a leading academic [http://dylanje.blogspot.com/] with specialisations including how such small enterprises become

Standing On The Shoulders Of CEO Expertise

I’ve spent time lately helping salespeople understand the kinds of topic that CEO-style people want to hear, specific to when they permit a prospective rep to sit before them for five minutes, and do not ‘appear’ directly involved in your decision process. I was reminded of a time fifteen

Powerbase Selling

This is an old book from 1990 written by a fella called Jim Holden [http://www.holdenintl.com/]. At the time, he reckoned that over half of all Chief Execs felt future growth would only come from taking business away from competition, so set to write a book on how

Two Influence Acronyms

Do you have any core key viewpoints when it comes to working out the extent to which you’ve managed to persuade people to your way of thinking? I heard someone mention their pair of such guiding principles today. They were simply: > DIY – do it yourself DTA – don’t

Managing Dissonance

In the rarity of English sunshine last Sunday, three of us were ambling around a village in Pennine foothills when the woman among us decided it was ice cream time. Clearly, there’s no argument when a lady demands such a treat so I was forced to join the hunt.

Forward Agenda Disruption

It’s incredible how many sales tips I pick up from people on Newsnight. I am one of the almost two million Brits that apparently hold this single beacon of quality news analysis (as opposed to the diet of rubbish served by the rolling news obsession, this century’s new

Change Success

A mate came ’round last night to sample some cheeky Islay malt. We were due to pop out to a nearby juicer, but I’m not ashamed to say I’m a little smitten with Mary Portas (no, not in that way, I’m not her ‘type’!), so insisted we

Buyer Pen-Top Trickery

Last night I shared a thoroughly enjoyable evening with a friend involved in a project to train up 15,000 buyers in the National Health Service in the dark arts of negotiation. When I asked him what his favourite techniques were, I’m sorry to report that he had a