Topic

quirky

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

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

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,

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

Buying Relationship Archetypes

More clickbait this month for the sofa psychs. This time, specifically not a scientific classification, from a Kiwi practitioner [https://onthecouch.co.nz/]. Insights into relationship behaviour, rather than how we connect with another, from experience alone, boiled down into this octet [https://medium.com/on-the-couch/the-8-relationship-archetypes-which-one-are-you-49cc20b8aa33] ; > Avoider Pleaser

When 2nd Prize In A Beauty Contest Can Be A Winner

The biggest waste of a salesperson’s time? Coming second. For once, the ultra-competitive taunt correct; well done, First Loser. Ouch. This recent blog by a writer on risk and uncertainty [https://geraldashley.blog/2020/07/29/animal-spirits-and-beauty-contests/] suggests Keynes had a response to this. I duly remix for our

Getting Your Counter Ready

There’s been a lot of classic telly recommended during lockdown. I ignored most calls to re-watch. Yet one show I momentarily (and happily) dipped back into was Spooks [https://en.wikipedia.org/wiki/Spooks_(TV_series)]. (Known in some territories as MI-5). Of the 86 hour-long episodes, I saw

Latest Ad Man Formula

A media research ad man has coined a formula. Part of his thesis on filling The Brand Gap; > P² + C = 5 is the formula for how marketers can harness the power of the public screen alongside the private screen to drive success throughout the brand funnel. So the launch