A company that never needs to adjust its sales organisation is as rare as the proverbial hen’s tooth. 

Over the life of a business, outside...

You have done the hard work. You’ve identified a significant pain point that your product or service can solve. You have qualified this thro...

“Strong”

“Powerful”

“Weak”

“Big” … Champions. 

Beware them all.

Humans need humans to succeed. That’s life.

To be successful, we trust...

Although much of the sales process is about fostering relationships and building your Champion within the business, Metrics (or numbers) for...

In July 2020, we decided to buy a new house and embarked on what would become a long saga in trying to secure a house near an amazing school...

What is MEDDIC?

MEDDIC is the qualification framework of choice for unicorns, scale-ups and start-ups, and it's something which has been ar...

Has lockdown changed the way that customers buy?

And how salespeople sell?

For those who have used MEDDIC as a sales process, it would be ...