Personal Branding
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Write better proposals- Use a simple story structure every time
A successful business proposal begins with a compelling framework – a structure for your proposal that sells your ideas in the context...
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Principles- how quaint for a salesman?
Whenever I say to someone ‘I’m a salesman’, it seems to put them on their guard. Why? Probably because the reputation of...
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David Ogilvy- Confessions of an Ad Man
Holiday reading, staying in a friend’s lovely home in the green mountains north of Barcelona, Spain, I’d finished the crappy novel and...
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Loving your loyal customers- no really Napster
I was a loyal Napster fan- I subscribed for 4 years, and then I saw a press advert for a new offer...
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Personal impact and how to get more of it
But if you want to get more of it it’d be pretty useful to have an idea of what people with great...
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Many great businesses fail to show what value they can add to their clients’ businesses when they pitch…
Because they talk about their products and services from the wrong perspective. Inexperienced ‘sales’ people have an unfortunate tendency to talk from...
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Why you might pitch even though you know you’ll probably lose
Sometimes it’s much easier to pitch with almost no hope of actually winning because you can be. Er… honest. I was involved...
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How well can you expect to do if it’s the first time you’ve said those words out loud?
I read an article a few years ago about travelling preachers in 19th Century America. There were hundreds of the faithful fellows,...
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How is pitching for business like seducing a supermodel?
I'd always be very nervous when one of your team bounces into your office at the gloomiest of times and says, 'There's...
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