Steven Spielberg's new film Lincoln is a masterclass is salesmanship. Lincoln's challenge in persuading Congress to pass the 13th Amendment, which outlawed slavery, was in many ways a sales challenge. Lincoln was faced with many different constituencies and he needed to persuade each of them in different ways. David Brooks wrote in his NYTimes column… Continue reading Lincoln – selling for a greater good
My piece in today's Financial Times on the evolving science of decision making.
Among the first salespeople to see their business up-ended by the Internet were travel agents. Their offices full of brochures and 7-day package offers were swept aside by Expedia, Orbitz and travelers willing to do the legwork themselves to plan their own trips. At the high end, companies which organized lavish "experiences", safaris, railway journeys… Continue reading Return of the travel agent
I'm delighted to say that I have a new book out in the UK. It's called Management Matters: From the Hum-Drum To the Big Decisions. It's published by FT Publishing and draws on many of the pieces I've written for the Financial Times' management pages over the past couple of years.It's a much more traditional… Continue reading New book: Management Matters
This piece in the Wall Street Journal last week about successful young realtors demonstrates how the ability to sell can level the obstacles to advancement which exist elsewhere in business. A lot of them come into the business with family connections or useful social relationships. But what they appear to bring is a new mode… Continue reading How youth is transforming real estate sales