Whenever I say to someone ‘I’m a salesman’, it seems to put them on their guard. Why? Probably because the reputation of...
An audience’s willingness to act on your recommendations frequently depends on the severity and breadth of change you’re suggesting. In other words,...
Holiday reading, staying in a friend’s lovely home in the green mountains north of Barcelona, Spain, I’d finished the crappy novel and...
I was working with clients from a major UK insurance company last week. They are intelligent technical experts working as high end...
I was a loyal Napster fan- I subscribed for 4 years, and then I saw a press advert for a new offer...
Never interrupt your enemy when he is making a mistake. – Napoleon Bonaparte
Because they talk about their products and services from the wrong perspective. Inexperienced ‘sales’ people have an unfortunate tendency to talk from...
Sometimes it’s much easier to pitch with almost no hope of actually winning because you can be. Er… honest. I was involved...
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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