‘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.

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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...

“Strong”

“Powerful”

“Weak”

“Big”… champions. 

Beware them all!

Humans need humans to...

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

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...

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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