It can be deflating when you have put in the work for a prospective deal only to be told that there is no budget. You might want to start again...

A common concern when you are negotiating final pricing with customers, is being told that there is a cheaper competitor. 

Maybe your natural...

You might have been told that due to budget constraints, you can’t get your deal over the line – or perhaps you are being squeezed so...

“Our customer is DEFINITELY going to assign budget and buy next year”

 We hear this relayed to us time and again from...

‘Let’s start contracts’ is often music to a salesperson’s ears as they envisage their long campaign to close a customer...

A new financial year. New pipeline.

Or are there some hangovers from the Christmas period which are still loitering around?

Maybe even some...

Near Christmas every year, I’ll have a conversation which reminds me of one of my very first blogs, about celebrating your accomplishments.

...

We live in a world where we are being constantly sold to, through many channels. Cutting through the noise to reach new customers can be a...

Everyone has criteria when it comes to buying something. When it’s just an individual purchase, these are relatively simple. When it’s...

Forecast slippage is a regular feature of most sales organisations. However, by better understanding our customer’s decision process, we can...

A company that never needs to make any adjustments to their sales organisation is as rare as the proverbial hen’s tooth. 

Over the life...

You have done the hard work; you’ve identified a significant pain point that your solution can solve, you have qualified this over the course...