A prospecting predicament

This evening a reader posed this question so I thought I'd blog the answer I gave him so it may help other readers. Naturally I've removed his name to protect the innocent. "Paul, hello, I have just read your blog and found it a really great read, so much so I decided to email you straight away! As a photographer I am venturing into my local school photography market and I am coming up against some real brick walls from the receptionists and office staff. I simply cannot get to the head…

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Beware defensive patterns

Last week on a train, I caught myself running a defensive pattern. The refreshment trolley was approaching, "teas, coffees, hot chocolates?" "No thanks mate", I muttered, and many other passengers were doing the same. But as he passed along I thought the Cherry Bakewell looked nice, but by then it was too late, he'd gone. We all have patterns in our lives. We all follow procedures which get us from A to B, help us move on in our worlds and many of us have patterns which try to save…

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Fix your injured player for a competitive advantage

I was reading in the paper at the weekend, about how two football teams, neck and neck at the top of the Premiership on points, who had completely different medical facilities for fixing injured players. As a result, the team that just seems to keep wining the Premiership is able to help players recover far quicker and with more sustainability than the other team. And this has given them a competitive advantage, and these are pretty rare these days The parallels for a sales team are enormous. Manchester United have…

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