quirky

I’m not referring to littering your speech with expletives, but painting pictures with your words.  Eloquence is often bashed out of sales people, with language often ‘dumbed down’, with the accepted wisdom being clever big long words alienate any audience. I was quite chuffed to be praised by one

I’m involved in 3 sales cycles at the moment that are all suffering from the same distraction.  Jam Tomorrow is a phrase, the origins of which eluded me during those dark, pre-internet days.  In sales circles it simply refers to a hollow promise of more business to come, if

I was reminded of the difference in the approaches of the sexes to selling, when running through an ideal first meeting template with one of my new winners.  When I entered sales over 15 years ago now, it was a rare occurrence indeed to find girls with order pads, and

I was having one of those semi-intellectual chats you have after a bottle of fine 12-year old single malt whisky, with a top pal of mine.  He’s quite into reading books on business and gave me a hefty tome from 91, called The Great Reckoning by James Davidson &

I’ve recently been trying to buy some new toys for my sales guys.  And I’ve become infuriated beyond belief by the lack of care, appreciation and genuine interest the sales guys selling to me consistently showed towards me.  For sure, they were all pally-pally.  Cracked the funnies.  Tried

Today I heard someone messing up, derided as a Magpie.  Not knowing precise characteristics of said bird, fortunately the speaker immediately explained to the embattled salesperson for all our benefit. “You look from up on high, see something glisten and swoop down onto it, then move on when something else

I felt starved of genre-defining drama on TV since the turn of the new millennium.  The 90s gave us innovative gems such as This Life, Between The Lines and Cracker, with even the Americans rising above their normal moral evangelism with the first season of NYPD Blue.  But what’s

I’ve long got frustrated at salesforces that have a boat-load of training, which then never seems to make a difference.  What typically happens, is that any info imparted goes in one ear and out the other.  Actual ‘Recall’ of what was run through can be pretty low even the

I had to run through some old notes from a few years ago earlier this afternoon to find something on how seismic shifts in sales strategy can be made to happen.  I came across notes from two Directors, speaking at company sales conventions.  Both were done around the same time