Topic

quirky

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

Bidiom

Have you and your prospect a special word? No, not that kind… One that uniquely frames all that’s going on with your current bid. From problem source, identification and manifestation. To solution construction, deployment and impact. What will be gone. What will be done. It can be an actual

Fly Crash Adapt

Here’s a piece of Autumnal prose in the FT, triggered in part by the calamitous England public sector track and trace system, from ‘everyday economist’, Tim Harford; > “…the possibility of rapid learning. When the aeronautical engineer Paul MacCready was working on human-powered aircraft in the 1970s, his plane — the

Prospect Enemy Cluster-Busting With Pareto-rona Ratio

The UK ‘nudge unit’ (founded in 2010 after the breakthrough behavioural science book of Sunstein & Thaler) assessed coronavirus transmission. Results reported towards the end of November found the infection’s version of the Pareto ratio; 60/8. Whereas Pareto back in the day may (or may not) have found Italian

Competitor Exercise Like #PartySwap

> Just did #PartySwap [https://twitter.com/hashtag/PartySwap?src=hash&ref_src=twsrc%5Etfw] on @KennedyNation [https://twitter.com/KennedyNation?ref_src=twsrc%5Etfw], in which my role was to serve as the left-wing commentator. Here’s my first answer: pic.twitter.com/CUpaQxMU3u [https://t.co/CUpaQxMU3u] — Guy Benson

How's Your Prospect's BANTZ?

BANT is an old and famed acronym from the selling culture heyday of IBM. The qualification template stood for; > Budget, Authority, Need, Timeframe. From it, comes the instruction to find ‘The MAN‘ on each deal. As in, the person with Money, Authority & Need. As well as later variants which swap

The Talk of Doom

A celebrity ex-royal constantly invading their own privacy seems to be backing away from an invasion of privacy trial against a mass circulation publication. Having requested a nine-month delay in providing personal information as part of proceedings, there appears not a single voice from the ‘learn-ed’ talking heads who think

Never Let It Slide

Around 2016 I overheard a well-paid salesperson take ‘blame’ for something that was not their fault. They’d let the prospect off the hook for messing up on organising a meeting. I had recently seen the first season of Billions. I recounted the above scene from it. Where the public

How Harrier Success Shows The Best Spec Rarely Wins

[https://www.youtube.com/watch?v=T6aHyuuthns] The ‘best’ product never wins. This is the refrain longtime furrow-browed sellers pass on to wide-eyed newbies. It bounces off the quality misnomer. The highest in ‘quality’ not being the Gucci, Rolls-Royce or Macallan. It has nothing to do with pricetag or perceived

Unlock Your Buying Problem With Covid Lab Test Priority Triangle

Here’s Dr Clare Craig [https://twitter.com/ClareCraigPath] discussing coronavirus test lab strategy, as broadcast [https://youtu.be/i7EtXaZmxDI?t=10399] 27 October 2020; > There are three things that labs can do, and they can do two of them well. They can process a whole load of cases, they

Fresh Time Effect

Hearing Dr Clare Craig citing research of what sounds like physicist Christine Padgham reminded me of the ‘weekend effect’. A stark example of which can be seen with 2013 British government-run health outcomes. Chances of dying [http://salespodder.com/weekday-effect/] from an operation at the weekend of 82% dwarf those