Making your customers sweat a little

Being married for almost 20 years means my wife understands me, totally. And she loves it when I've done something wrong and she has this ability to make me squirm for my utter wrongness. She simply asks me what have I done wrong, and goes quiet on me. The clever part is that she doesn't have to say anything now, she just looks at me and I just have to say something, and then something again, then she looks at me again, and I say some more. Each time I…

Read More

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…

Read More

The Toad in the Hole Selling Reminder

I tried to make it easier for myself on that wet Sunday last November.  Cooking a Sunday Roast that is.  After all, it was hectic - rugby coaching in the morning, filthy kit to go into the machine, children to bath and shower, dog to walk, beds to make...and I had to cook dinner as well. You see, Claire was away at her Mums that weekend, and I had to do what she normally does seamlessly and I was struggling. The Toad in the Hole came out the oven; the…

Read More