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

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

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

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

A new financial year. New pipeline.

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

Maybe even...

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...

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

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

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

Over...

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

“Strong”

“Powerful”

“Weak”

“Big”… champions. 

Beware them all!

Humans need...

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

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

We all have a lot of meeting requests. 

We want to meet customers, mentors, connections – however the diary seems constantly...

We’ve discussed the importance of romancing employees long after the interview and offer stage. It’s not just about enticing...

For 25 years, I have worked out of my handbag. This stopped 16 months ago.

In preparation for the return of Ping Identians to our office...