Build Your Defences - How to enter sales negotiations on the front foot

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

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Perpetual Slip-pers - Why Do Some Deals Never Seem To Close?

A new financial year. New pipeline.

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

Maybe even some...

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A Different Kind of Christmas List

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

...

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Identified Pain is about Customer Outcomes

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...

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Not all Decision Criteria are Created Equally

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

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Written & Unwritten Rules – Focusing on Decision Process

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

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Enablement Excellence - The Importance of Embedding

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...

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Avoid The Long Grass With The Economic Buyer

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...

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Beware labelling Champions

“Strong”

“Powerful”

“Weak”

“Big”… champions. 

Beware them all!

Humans need humans to...

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M is for Metrics: Sharing metrics will accelerate growth

Although a lot of the sales process is about fostering relationships and building your champion within the business, Metrics, or numbers, form the...

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Personal Development Needs to Get Personal

This week, I had the pleasure of being invited to a DEI group inside a tech business where I met some amazing ladies thinking about their personal...

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The Enablement Advantage

The war for talent and the recent phenomenon of ‘The Great Resignation’ is driving all companies to reconsider their talent strategy.

...

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