Salespodder (Page 66)

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DOTMLPF Analysis

Courtesy of heroic Ukrainian resistance at the evil hands of the worst of humanity, I learn of this framework for assessment of capabilities to accomplish any particular mission. Ungainly pronounced dot-mill-pf, I believe. A method from the American military. Not necessarily an organisation renowned for its must-copy systems and approach.

Overview Overreach

'That 20-slide vendor corporate overview was really uplifting,' said no once semi-engaged buyer ever. Indeed, it is difficult to imagine any potential customer being riveted by how wonderful you think you are. Unless perhaps they are in the serious consideration stage of formal supplier vetting. Yet time and again,

Watercooler Starters

Spare a thought for Middle England. If the gender switcheroo in elected leader-unelected head of state wasn't perhaps traumatic enough, there's the late onset shock from realisation how much the twin towers of Putin invasion and China shaped lockdown closures eventually crash into their world. One manifestation of such being

3 Front Talk Pillars Plus One

Looking back I perhaps first mentioned the minefield of Front Talk in 2008. Having then learned the most fertile trio for common ground. This month, I read that four minutes of small talk can better facilitate workplace collaboration. In a round-about sort of way. Four minutes feels quite a long

Moravec Selling

The complex is simple, yet the simple is complex. That's the basis of Moravec's Paradox around AI. A robot can solve the trickiest of calculations far beyond our brains. Yet cannot master the most natural of our movements. The difficult is easy, yet the easy is difficult. A concept hitting

The Disneyfication of Video Calls

Mid-'22 and the Disney streaming empire (Disney+, ESPN, Hulu) surpasses Netflix for subscribers. Leading the media world to herald an epoch passing. The latest case of tortoise overtaking hare? Our selling space seems to bear witness to similar. Gratefully embracing Zoom as our saviour March '20. Only for the ubiquity

Grawlix & Leet Your Pitch

Down the years I've blogged on many ways to make your mark with a slide. I reminded myself of another idea to implant a message with a recent post deriding the video call option gorilla that is Teams. Or as I wrote Microsoft's product name, T@#!s. I used the

Sham Russian Ballots

"People are panicking." Fear flooded Ukraine's occupied territories as Russian forces rounded up men to fight against their own country and forced residents to vote in a staged referendum on joining Russia. https://t.co/vsxPn3gpNL — The New York Times (@nytimes) September 25, 2022 The nowadays unreliable, dubiously activist, bewilderingly

Finding Your Customer's China Style Deep & Hard Spends

The Chinese Communist Party remains a stain on humanity. The opacity of their operations, subjugation of their compatriots and disregard of their questioners is appalling. Lately we learn details of their purging of the entrepreneurial class. In the name of strengthening the party grip on power. It seems that for

Degrees of Change

My recent post on our Sales tips from conditions for the arrival of political change got me thinking. Most buyers can think in terms of 'change' when they want it. But they tend to focus on the one-size-fits-all impacts of it. Rather than considering the nuances from implications of the