Menu

Category: Business to Business

How to Use Notes When Speaking

May 13, 2019
| No Comments
| Categories: Business to Business

Way back in 1994, I ran a training team and was scratching my head as to what to buy them for Christmas. I came up with the idea of plastic recipe book holders so they could place their running notes on them at the perfect angle to read them from a distance. Running notes is a phrase I coined years’ ago to describe what speakers and trainers need to have to remind them what to say or do during a speaking or training engagement. Over the years I’ve developed various…

Read More

Future Business is all about Speed

February 23, 2019
| No Comments
| Categories: Business to Business, Business to Consumer

We only had a 45-minute wait for our supper at the Beehive in Cheltenham but both of us tut-tutted with the delay. Should’ve gone to KFC I joked, you don’t have to wait there. The waiter was smart, attentive and young so our supper conversation drifted to young people and how to work with them and sell to them. Yes, I have riveting conversations at dinner. But my thoughts segway to the fad of instant gratification which people label Gen Ys with, with some justification. Everything is expected immediately nowadays…

Read More

The Modern Salesperson

February 18, 2019
| No Comments
| Categories: Business to Business, Business to Consumer

Everyone is talking about how the modern salesperson has moved on from the 1990’s dinosaur. The customer is in control, over 65% along the buying cycle and despises salespeople, preferring to buy on their own using the internet. Much of it is true so how can modern salespeople distinguish themselves. A couple of years’ ago I climbed Mount Snowdon with my family for charity. Not an amazing charitable event, after all, it's not Mount Everest but a significant journey for us. The organiser of our charitable group hired a guide,…

Read More