Field Notes

Back in the day, before PowerPoint, before overhead projectors, even before printed words on a page, skilled orators would wow audiences with nothing but their words and personality. How, I hear you ask, could anyone possibly present without a PowerPoint deck? It is worth having a look at Aristotle’s views on Rhetoric, because what captivated and persuaded audiences over two thousand years ago holds true now – we haven’t evolved

Our physical evolution has progressed infinitely slowly over millions of years. By contrast, our social evolution is progressing at a rapid pace, and it is easy to overlook the fact that our minds and bodies remain the same as we were thousands of years ago when society was very different. Our brains contain the Limbic system, shared with other mammals, and its function is to help us survive. That part

“We need more sales leads” “Nobody’s buying at the moment” “It’s a numbers game” Familiar? According to one of the top sales training companies, 90% of the people we are trying to sell to are not in buying mode. So how do you find a buyer? Some telemarketing teams are still trawling through lists in the traditional way, with a much less that 10% success rate. That is not a