quirky

According to a talking head I caught as background the other day, apparently stockbrokers enjoy living by the phrase; > buy the rumour, sell the fact Intriguing, if a little cheeky. Yet it does introduce aligned thinking for the solution seller. Get a sniff of a ‘problem’, and you’re

I’m sure we’ve all heard of this in its “level of incompetence” wording. It’s always uttered when you feel someone has had a promotion too far. > Every new member in a hierarchical organization climbs the hierarchy until he/she reaches his/her level of maximum incompetence

Solution selling often requires creative and deep interrogation to uncover the real drivers of prospects. Especially when they deliberately keep their cards close to their chest. Here’s a quote as recalled by Plato from the mouth of his teacher, Socrates: > “In every one of us there are two

If it were a country it’d be the third largest. I know this because a certain newfilm’s [http://www.imdb.com/title/tt1285016/] strapline has been unmissable as its launch approaches; Whilst reviews have been encouragingly favourable [http://www.rottentomatoes.com/m/the-social-network/], most pre-release journalism centred on

[http://en.wikipedia.org/wiki/Guernica_(painting)] Someone hit me with this quote the other day, attributed to Picasso. > Action is the foundational key to all success As every salesperson has probably heard, Activity = Sales. This is also demonstrated as More Activity = More Sales. Kudos to Pablo. But this

I recall with fondness a sales manager of mine, when just starting out many years ago, that urged sharing the worst-case scenario on a sale with a prospect at the earliest possible moment. His reasoning was that the later such negative emerged, the more devastating it’d be to your

This was the key phrase singularly extracted by all UK news outlets from the newly formed Coalition government’s Business Minister, a certain Vince Cable, at his Liberal party conference last week. Despite softening by the last minute addition of the prefix “unrestrained“, the accusations ran that “Red Vince” was

What an unexpected change. A policeman with both passion and purpose is Chief Inspector of Constabulary. Sir Dennis O’Connor has hit the front pages everywhere in England this week in his quest to see dreaded yob culture anti-social behaviour stamped out. An open goal for many of the papers