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The Brains of Brawn

For over a decade the completely fan-ignoring circus that is Formula One motor racing has held little appeal for me. Fans want tight races, constant overtaking, driving skill over pitstop strategy, competent administrators and plenty of personalities. All five have been absent for a generation. To remedy this, radical rule

Getting Real - 37signals (sales perspective review)

First let me state that this is not a sales book. Rather, it is a business-autobiography from a web-based software provider (or cloud app developers, if you prefer). It charts the journey and ethos of a business that by any measure has been a game-changing financial and social success in

A Fabio Philosophy

England centre-half Matthew Upson provided insight into how Manager Fabio Capello thinks as the latest pair of ever-vital world cup qualifiers approached. I highlight my main point: > “The 10 day get-togethers are the only real time you get a bit of rhythm and routine in the training sessions and

How Much Of Your Time Is Truly Selling?

I’ve just come across a current piece of research (I believe attributed to CSO Insights) that suggests reps today only get to sell for 37% of their time. A little over a third of your day seems so counter-productive, doesn’t it? (What manufacturing business would tolerate a key

Accomplishment Comes First

Always a fan of the peerless globetrotting people-explorer Alan Whicker [http://www.telegraph.co.uk/culture/tvandradio/5012349/Feature-Alan-Whickers-career-highlights.html] , in downtime I watched his personal career reprise. It was stunning to see his first 1963 ground-breaking film, The Solitary Billionaire. (Jean) Paul Getty [http://en.wikipedia.org/wiki/J.

Got A New Measuring Stick?

For a twelve-hour flight I stocked up on reading matter and quickly found a terrific article in management consultant Booz’s in-house rag [http://www.strategy-business.com/press/enewsarticle/enews120208?pg=0]. The starting point was with the marketing wheeze that was “horsepower”. Industrial revolutionaries Matthew Boulton and James Watt

The Invisible Close

Whilst surfing on something completely unrelated, I came across the website of one of those coaching programmes seemingly so beloved by middle-America that focus on self-help and personal improvement in your chosen pursuit. What struck me as useful about Lisa Sasevich’s angle was how it attempts to formulise what

Self-Fulfilling Recession Prophecy

Even when we were merely suffering a credit crunch, I heard chatters of salesreps, all doom and gloom. Now we’re officially at the start of a ‘big slump’, disheartened shrugs have turned to despairing wails in some such quarters. Maybe it is after all, the ‘British disease’ of pessimism,

Never Rest On Laurels

In a widely reported interview across the papers [http://www.telegraph.co.uk/sport/football/leagues/premierleague/manutd/5014843/Manchester-United-manager-Sir-Alex-Ferguson-doesnt-rate-Rafa-Benitez.html] , football über-Manager Alex Ferguson talked about many things Man U and him. During this, he crossed into territory with resonance for us sellers. When talking about how to deal

Make Choice Simple

I’ve blogged before about my occasionally tormenting ‘Choice Paradox’. I believe in two strands that at first glance may seem mutually exclusive. At the one possible pole, I believe you can generate more sales by always thinking up one more product offering, yet at the other potential extreme, I