grapevine

In my role as humble rep, I’m often left pondering what more I can do to create a sense of urgency.  Something that compels my prospects to act immediately.  The traditional route is to give the shop away.  Discount is usually seen as the key decision-making inducement.  Yet most

How often have you told someone everything you think is great about your product, but all you get in response is disinterested silence with glazed eyes?  How can the prospect be so stupid?! Well, they’re not stupid of course.  In our tunnel-visioned enthusiasm, we’ve forgotten to get across

In the daunting surrounds of a Canary Wharf boardroom, the latest London-based Apprentice won through last night.  One of the post-match analysts was Cobra Beer founderKaran Bilimoria [http://www.startups.co.uk/6678842908113945686/cobra-beer.html].  His is an entrepreneur’s story with a strong message that all too often gets

Caught a decent piece on Newsnight the other day about who wins when economic times get tough.  There were some great hints at how you can nudge your products up a notch when all around are doom and gloom from adapting these: Lipstick Theory Attributed to Leonard Lauder, former top

We all love a good war story.  Here’s one I heard from a customer today related to hitting target at the Eleventh Hour.  With a directory ad sales campaign on its last day, a tarmac and cement company in Retford was cold-called some years ago. The Marketing Director was

Falling over an episode of The Apprentice whilst chillin’ this weekend, I was minded to continue surfing and settle elsewhere for my hour’s entertainment.  This series of the London franchise has had precious little to offer in the way of insights into the world of business, and the calibre

One of our telesales terriers was once a chugger.  These are youngsters, typically students, that stand on busy pavements imploring you not just to put your change into their plastic tin for a charity de jour, but nowadays, sign your life away for a monthly bank transfer too. It’s

Journalistic dream Boris Johnson just unseated an 8-yr mayoral incumbent too closely connected with the failing national government of the day.  I was pleased myself to shake his hand on the hustings a few weeks ago one Saturday morning in London’s fantastic Borough Market and discuss the merits of

Having founded and developed start-ups myself, I’m always interested in people that create commercial ventures that aim to make money outside of greasing corporate wheels.  As such one of my past-times involves understanding the current new media opportunities.  A blog I consider terrific in this sphere relates to ‘music

We had an in-house session looking at this secondary objection recently.  It crops up after a suspect has requested info as part of their decision-making process on whether to see you or not.  The drill should be familiar; you follow up at the designated hour, only to be told your