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

We hear this time and again from entrepreneurs and sales leaders ali...

“Let’s start contracts” is often music to a salesperson’s ears as they envisage their long campaign to close a customer deal at its finale.

 A new financial year. A new pipeline.

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

Maybe even some perpetual “...

Each time a potential customer heads online, they are being sold to. Big brands (increasingly B2B) sponsor teams across F1, NHL, and the Pre...

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...