grapevine

If the first time you see a tender is when it lands in your inbox, then you will never win it. A Solution Sales aphorism if ever I heard one. And don't let the exceptions fooling you into disproving the rule. If they do miraculously occur (not gonna happen), they

Tell someone you bump into you're a salesperson, what happens? The odds are the reaction is less than ecstatic. Tell that new acquaintance you're a sales trainer, and it's likely that's put the mockers on any chance of 'rapport'. Even worse should you claim status - as does this guy

An ad for something or other. With this cyber security outfit leveraging the kudos of Canadian astronaut, Chris Hadfield. You do wonder to what extent he is scripted by the producers, yet there are a few salient sentences we can use in our solution selling orbit. The shortform 60sec piece

Writing recently about the huge UK Lottery supplier switch, (click here [https://salespodder.com/what-uk-80bn-bid-win-tells-us/], with an earlier less savoury example also recalled here [salespodder.com/billion-dollar-tender-fix/] ), I was reminded about another recent public sector contract award controversy. Back in 2018, the latest ten-year arrangement to produce UK passports came

The Prancing Horse. A marque of the highest calibre. A culture steeped in the very best. That's the image. Yet I discover an alternate lens. A salesperson I know was selling into them. Their Stable's retail division. They won the order. The reason? > "We chose you because you were the

Britain's National Lottery was long thought to be a licence for life for original victor, Camelot. They've held the spoils through all three decade-long contacts so far. Despite high-profile competitor bidding and subsequent lengthy legal opposition. As the fourth award came up for grabs, all concerned considered they would once