Topic

quirky

ideas and experiences with a selling angle that come from left-field

Machiavellian Solution Selling Core

I still have a secluded box with all the papers gathered during my first baby steps in selling. Ravenous for knowledge, I kept all sorts of training notes, photocopied articles and in-field scribbles. Rummaging through it lately, I came across a copy of an essay from my undergraduate days. It

Don't Disagree

Kelvin MacKenzie [http://en.wikipedia.org/wiki/Kelvin_MacKenzie]. Not to everyone’s taste. Or should that be to anyone’s? Every time the former editor of the country’s biggest selling tabloid appears on the Skynews late-night paper review, he says something that makes the presenter squirm. Last night

Don't Let Debt Fester

A friend of mine recently reminded me of a tale from his schoolday’s employment. His Saturday job was helping out at the local garden shop. The pay wasn’t huge of course, but one evening when locking up the owner asked, that as he didn’t have a lot

Distributed Sales Leadership

Here’s a concept I’d love to get my teeth into. Top business grad factory MIT Sloan’s Deborah Ancona heads their Leadership Centre. [http://mitsloan.mit.edu/faculty/detail.php?in_spseqno=1&co_list=F] She’s coined Distributed Leadership [http://blogs.hbr.org/imagining-the-future-of-leadership/2010/

Red Tory, Blue Labour

Relax, this isn’t a post for political anoraks. I never had much time for Ché myself mind you. My post’s title refers to the latest emerging trends from the UK’s two main parties. You’d be forgiven for thinking that they espouse the same thing. You see,

Evolution Part Three

So evolution has long been thought down to Mutation and Selection. Yet now a third strand is proposed. It’s Co-operation. What’s it all about, and how can it help those that sell? At first it appears diametrically opposed to the view that competition somehow plays an integral part.

Split Screen Territory

The phrase ‘split-screen presidency’ entered my consciousness for the first time in over a decade the other day. I originally heard it in relation to Bill Clinton’s war leader adulation for bombing evil regimes one minute, hounded panto villain for playing adult games with a cigar the next. Today

The Silence Procedure

[http://www.nato.int] Who wants to run the recently created Libyan No Fly Zone? Both the Turks and Germans appeared to veto the idea of Nato doing so a couple of days ago. As a result, the Chair seemed to float the concept of adopting The Silence Procedure. BBC

Marshmallow Selling

A wonderful six minute insight into team based activity. And one with two keen tip for solution sales practitioners. 1. How do you ‘prototype’? If you think of prototyping in terms of checking the merits of what you propose often along the way, then this can reasonably be set next

Are You Still Evolving?

In her March 2011 [http://www.google.co.uk/search?num=100&hl=en&q=bbc+are+we+still+evolving+video&aq=f&aqi=&aql=&oq=] BBC Horizon programme, Alice Roberts found that natural selection is still working, even if we may well be