Talk lean. Book review.

Talk lean, book from Alan Palmer, to have better sales meeting

I’ve recently read Alan Palmer’s book titled Talk Lean sub-titled “Shorter meetings / Quicker results / Better relationships”. What one takes away from the book will vary depending on expertise, background etc… But the focus of Alan’s book, running efficient meetings, is something I deeply care about. So I read Alan’s book with great interest. For better or worst, here are 3 (not all) take aways.

Agree a tangible output upfront

Alan recommends to define and upfront a measurable, transparent and observable end of the meeting. And to share this with the person attending the meeting. In a clear, respectful and direct manner.Read the rest

Three small, practical sales tips to start a conversation with a prospect


I recently had a phone conversation with Russell about sales tips. Russell and I interacted on Linkedin and decided to go one step beyond that pure digital exchange. We took it in the “real world”, i.e. we had a phone conversation (Russell is Toronto based, meeting-up bit challenging!). We talked sales tips, how much grafting is needed, especially for new business acquisition. Russell is now building a business in chatbot focused on the restaurant industry (early days but check it out here) and what we discussed was an episode from a “previous life” of his. He mentioned a story when he tried to approach a specific prospect (Lyft in this case).… Read the rest

How to fix a miscommunication issue (or avoid it)

Photo credit: Birmingham Culture

Humans are very complex creatures and I have learned the hard way that a few words badly picked can lead to miscommunication. And ultimately prevent getting the desired outcome. When I realise that happened, I tend to replay the conversation ad nauseam (well, not quite, but a few times) and think through other approaches I could have had. There is apparently a French expression, “l’esprit de l’escalier”, literally the thoughts of the stairs. Essentially, what one thinks while going down the stairs (l’escalier) replaying a conversation. And finding better ways to handle a question or specific moment in the conversation.… Read the rest