When negotiating final pricing with customers, a common concern is being told that there is a cheaper competitor. 

Maybe your...

You might have been told you can’t get your deal over the line due to budget constraints. Or perhaps you’re being squeezed,...

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

We hear this time and again from entrepreneurs...

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

 A new financial year. A new pipeline.

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

Maybe even some...

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

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

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

Forecast slippage is a regular feature of most sales organisations. However, by better understanding our customer’s Decision...

A company that never needs to adjust its sales organisation is as rare as the proverbial hen’s tooth. 

Over the life of a...

You have done the hard work. You’ve identified a significant pain point that your product or service can solve. You have qualified...

“Strong”

“Powerful”

“Weak”

“Big” … Champions. 

Beware them all.

Humans need...

Although much of the sales process is about fostering relationships and building your Champion within the business, Metrics (or numbers)...

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...

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