Topic

grapevine

A collection of 649 issues

Where Might Flattery Of Buyers Get You?

Naughtily flicking through the tabloids on a steamy Summer night, I just learned [http://www.dailymail.co.uk/news/article-2380547/Flattery--bargain-Compliment-seller-knock-price-research-shows.html] about the Endowment Effect. I was instantly hooked. Here’s some web definitions to help those also new to it. > The “endowment effect” explains [http://bigthink.com/insights-of-genius/

Are You Guilty Of Holding Back Your Cause Like These Boffins?

[https://salespodder.com/content/images/wordpress/2013/07/beeactionplan-beecause.jpg] I have such affection for the humble honey bee. The joy of my adulthood rediscovery of honey came when involved in a wonderful project to farm and sell organic honey across Africa. So I am well versed in the plight

Atlantic Array Pitch Disarray

One of the joys of working across timezones is catching English media at hours I wouldn’t normally. A neat example of this presented itself to me this week with a typical Yay-or-Nay talking head shout-off. It concerned a 240 wind turbine farm about to be built in the Bristol

Star Trek Script Commitment

With the twelfth Star Trek movie hitting screens I searched out a documentary about the original series. Specifically, how it came about. Creator Gene Roddenberry had already made the journey from WW2 pilot to screenwriter. He now had the idea for his dream sci-fi show. Always called Star Trek. He

The Inexperienced Roasting

[http://www.rosettaroastery.com/] I was in a delightful coffee lab the other day. A coffee shop owner was searching for an alternative supplier and I was lucky enough to be involved in an impromptu tasting. As we waited at the counter, a local business school MBA group were having

The Sales Puzzle Training Tips

In May 2006 I met an Englishman that veered towards the sales training axis so beloved by Americans that preaches shaking up both your personal and professional life. Yet he was a thoroughly decent and knowledgeable chap who just held up short of that kind of damaging evangelism. [http://www.

Talent Crunch Asia Style

Via CNBC, I learn that although Asia is the place for growth, there’s a ‘talent crunch’. And the Number One talent gap? Salespeople. There’s an annual survey in this regard by personnel providers Manpower. They also interviewed the head of ERP firm SAP Asia, Steve Watts [video.cnbc.

Genetics Schmenetics

[https://salespodder.com/content/images/wordpress/2013/05/hbr-April-2013-on-selling-genes.jpg] This kind of rubbish really winds me up. There I was, reading a Harvard Business Review bought between flights. Suddenly I got all excited. They were writing on Sales. Then I read the piece. All one hundred words [http://hbr.

Spend Money Profitably

Here’s a delightful phrase I heard on Thursday. Parliament’s Public Accounts Committee were giving a VP of Google UK, Matt Brittin, a grilling [http://www.guardian.co.uk/technology/2013/may/16/google-denies-disguise-operates-tax] . Nasty Google. They pay virtually no corporation tax in Britain. Perfectly legally, they perform all

Establishing Value Objection Handle

I was in the room when this fascinating conversation took place. Between a S African accountant and his firm’s chosen outside IT helper. It appeared his hourly rate was R285. His client derided this as too low. The fixer then said he deliberately used this rate so that he