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...

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 pe...

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

Findi...

Last week, I had a catch up with the inspirational Laura Harnett - experienced corporate executive and angel investor and now founder of See...

We all have a lot of meeting requests. 

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

A common concern I hear from employees, coaches, mentees and other industry peers is our approaches to mid-career wobbles.

When we start ou...

Ever wonder why and how some people get promoted more quickly than others? Or are presented with more opportunity?

One key reason is that t...

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...