by George Pastidis

My home country Greece is living a nightmare. Last week’s wild fires, killed 88 people and many more are missing, making everybody believe that the number of victims will end up being a three digit one. Sheer tragedy that left us with many question marks. Were we prepared? Was there a plan? If yes, could the plan be applied better? Should they have asked for an evacuation way earlier? Should the Greek government claim responsibility instead of making up excuses? Would things turn out to be different if every one of us was more responsible in the past? read more…

Please do not freak out. I know that reading sales books on vacation is far from ideal. Would probably be way more fun to deep dive in some Jo Nesbo crime novel or check out Carlos Ruiz Zafon’s latest book The Labyrinth of Spirits. Those are definitely a better match to sandy beaches lay-outs. But you may have some time to kill in the plane while you have not totally disconnected yet. Maybe it is the right time to catch up with your learning that is left behind due to the recent work load. Perhaps you feel like you have gaps that you need to fill in and questions that you must answer. The books I recommend are fab. Some of them are master-pieces that pioneered and shaped up sales for decades. Some others are in the edge of today’s sales research. But all of them have one common denominator: they are sales books that are worth reading.

• SPIN Selling
• Major Account Sales Strategy
• The Challenger Sale
• The Challenger Customer
• Three Value Conversations
• Conversations that Win the Complex Sale

Happy summer reading

by George Pastidis

Mike Tyson has said “Everyone has a plan until they get punched in the mouth”. France and England, they both had a tactical plan in the semi-finals of the soccer world-cup. And their plan was pretty much similar. They both chose to leave space for their opponents and probably see them getting worn out. The French will get to cheer for their team in the final, screaming “Vive la France” while the English saw themselves going from a “Come on England” mode to “Come ooooon England, not again”. The recipe was the same but the ingredients different. So, were the results. read more…

by George Pastidis

The world cup is at its peak and we can hardly avoid thinking in terms of football these days. The Video Assistant Referee system (VAR) is the video technology introduced in football lately for achieving better and more accurate decisions. Either the video referees inform the on-field referee that his decision is under review or the referee himself asks the video referees for a VAR review. read more…

by George Pastidis

Some friends might be seeing me nagging for a second say in a row about the same thing. This is because I could not make time to blog about it yesterday and I rushed into making a brief post on facebook right after I ended a presentation I was attending. But let me take it from the beginning. read more…

by George Pastidis

There is no doubt that Sales Enablement is a key factor for closing the gap between buyers and sellers, ensuring that everybody in the organization speaks the same sales language. Sales Enablement does and should impact every sales interaction. Then sellers are really enabled to bring the numbers. Association of Professional Sales (APS) brought together the Sales Enabling Community in London, for seeking out and sharing best practices and I had the chance to be there and participate in an insightful panel discussion with other Sales Enablement practitioners. read more…

by George Pastidis

The King is dead. Long live the king. This could be a fine and catchy title for describing the death of powerpoint and the rise of storytelling, the new talk of the town. I read few months back an interesting article in Independent with title: “Let’s ban PowerPoint in lectures – it makes students more stupid and professors more boring”. And today I heard that Jeff Bezos, CEO Amazon, banned powerpoint from meetings, asking his people to use informative and inspiring stories for communicating read more…

Athens, 28 March 2018

Proud to be part of the Sales Excellence Awards 2018 that the Sales Institute in Greece and Boussias Conferences organize on six consecutive years. Back in 2013, heading ICAP Group and Huthwaite Intl, I participated in for being awarded with the Gold Award for Sales Training. This time, I was part of the judging committee, together with fine academics and senior sales professionals and I had the honor to give the awards for Sales Training and speak to a vibrant audience of more than 500 people, the crème de a crème of Greek sales professionals read more…

by George Pastidis

Back in the 70’s when I was a kid, one of the things we were spending too much time on was board games: Monopoly, Stratego and Snakes and Ladders were among the most popular ones. The first two required more time and I should admit that I loved a lot more. But working in the corporate world for almost three decades, Snakes and Ladders is the game I cannot get out of my mind. read more…

by George Pastidis

Negotiations is often a straightforward and quite predictable thing. You open a bit higher than what you want to get and using all possible negotiating levers, you land close to your initial target. Sometimes slightly higher, enjoying unexpected payoffs and some other times a little lower, estimating your losses and trying to make up those through skilled trade-offs read more…