“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 “...

Near Christmas every year, I’ll have a conversation which reminds me of one of the first blogs I wrote. It wasn’t about MEDDIC or the power ...

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...