Everyone has criteria for buying something. When it’s an individual purchase, these are relatively simple. When it’s an organisational purch...

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 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...

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

Findi...

We all have a lot of meeting requests. 

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

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

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 th...

Romance in the workplace should be encouraged.

But let’s set one thing straight, we are not talking about clandestine meetings by the photo...

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 ...

We all have hundreds of habits. Good, bad and indifferent.

Habits are rituals which result in reward and satisfaction.

Some habits are not...