Sales Predictions (or Wishful Thinking) for 2016

There is a long-held tradition of looking both backwards and forwards at the turn of the year. Although I’ve done a little in the past, I’ve never been particularly fond of crystal ball-gazing. As Tibor Shanto says in this article, predictions tend to be “ wild ass unrealistic, and never to be validated or reviewed.”

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Sales Innovation Expo 2015 – a Review

Over the years I’ve probably attended 40-50 conferences and exhibitions as an exhibitor, mostly in the science arena but with a fair share in the metals manufacturing sector. However, you could count on the fingers of one hand the number I’ve visited as a ‘punter’. Having spent countless hours gazing up and down empty aisles

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Principled Selling – a Book Review

I’ve ‘known’ David for about two or three years – I don’t keep an exact record of this sort of thing!  Note that I use ‘known’ in its modern sense. Our relationship developed through me reading and commenting on his blog, following, retweeting and DM’ing him on Twitter and through the exchange of opinions on

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Essential Steps in Product Development

How do you develop new products? One of the weaknesses of a significant number of UK companies is that their product development is engineering-led. By this I mean that the R&D department will put together a product and then hand it over to sales with a cheery “off you go and sell it then.” Astonishingly,

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Science Makes the World Go Round

“Children find physics, maths and chemistry ‘too difficult’” was the alarming headline I recently saw. “Crikey,” I thought, channelling my inner Penfold, “that’s bad news for future British innovations.” Then I started looking a little more deeply into the story. It turns out that that the survey which produced this startling quote was of the

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Are You Talking to Me?

¿Me hablas a mí? Kijk je naar mij? A ydych yn siarad â mi? What do you mean, you don’t know what I’m saying? Why not? Ah, is it because I’m not speaking in a language you understand? A good friend of mine works for one of the UK’s electricity distribution companies. She has a

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Core Values or Value Proposition?

Much to my surprise, I recently disagreed with the excellent Babette Ten Haken.  The question she posed was “Are you a Value Proposition Chameleon?” What’s your immediate response to that question? Mine was to say (to myself!) “Why yes, Babette, I am.  My value proposition will change from customer to customer, in line with what

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Capitalise on Innovation

Is the UK “…where inventions are born, but not bred for long-term success”? This was the contention of the then chairman of Google, Eric Schmidt, in his 2011 James MacTaggart Memorial lecture at the Edinburgh International Television Festival. He went on to say “The UK does a great job of backing small firms and cottage

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