One of my cold-callers is having success by explaining what we do, through stating what we do not do.  All our suspects run sales teams.  They often (mischievously) claim to receive hundreds of calls a day trying to woefully peddle them stuff they already have and don’t need replacing.

I fondly remember my addiction to all things John Harvey-Jones in the early 90s.  The genre-starting Troubleshooter was essential viewing for anyone remotely interested in proper business.  His consultative successes soon racked up.  These included: * Apricot Computers were told to ditch hardware and focus solely on software; next year profits

Anyone taking more than a passing interest in the Gordon Brown inspired gloomy UK retail expectations will know that among others, M&S are experiencing less growth than many analysts consider achievable. Cognisant of this terrific commentator Jeff Randall devised the Pants Index [http://www.telegraph.co.uk/money/

Every single salesperson must, at some point in their career, pick up the phone and try to persuade people that don’t want to speak to them, to do something we suggest.  The most common such discussion is probably geared towards gaining a face-to-face appointment, but several other sought outcomes

Just witnessed a brilliant sales lesson delivered by an old hack called John Torode (wow, tan/orange/white tie, burgundy shirt and browny school master jacket!), now of the Spectator on Sky News’ review of tomorrow morning’s papers. Major UK energy provider npower are the first in their market