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,...

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...

What is MEDDIC?

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

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...