Salespodder (Page 368)

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Improving Team Skills

I recently read a frustratingly impenetrable article [http://www.strategy-business.com/press/article/08407?gko=31376] which had piqued my interest through its broken promise to provide insight from the doyen of knowledge management, Ikujiro Nonaka. Every single salesteam I encounter struggles with how to unlock the nous of their

4 Ingredients Or Less

Staying in a hotel on my travels around Blighty I happened across the slickest media operation by authors I can remember seeing in a long, long while. Two Aussie friends, busy Mums and cooking hobbyists, have unleashed a phenomenon in 4 Ingredients Or Less [http://www.4ingredients.com.au/]. As

Espionage Is Bad, Right?

Something called GhostNet made the headlines over the weekend. Cyber-snooping by paranoid governments that disgracefully obsess about controlling individual thought and freedom is nothing new. East West North South. They’ve all been at it. Yet the current wave emanating Sino-side is worryingly sinister. It’s all about information. Knowledge

Get To The Point

Had an enjoyable chat with a pal of mine that “creates new space” for retailers where we joked about how one main project manager would frequently interrupt people and bark: “True, False or Don’t Know?” If waffling ensued (and it invariably does apparently) he’d merely repeat his order.

Welcome Pack

During an informal discussion with one of my customers, the often thorny issue cropped up of how goodwill and momentum can sometimes ebb, despite the best intentions, slipping through the cracks between salesperson and deliverer. I mentioned Welcome Packs as one way of lengthening any honeymoon period. I instantly recalled

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.