In: Sales

Salesperson sitting at laptop - responses to the changing sales environment

14th Aug 2020Five key responses to the changing sales environment


What are your five key responses to the changing sales environment? Many companies, especially those selling complex solutions, have had their…

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People discussing business development

06th Nov 2019Partnership Framework 9/9 – Business Development


Business Development might be a rather obvious partnership activity. Our view it has two facets that you shouldn’t confuse. This is…

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Partnership Plan People

03rd Oct 2019Partnership Framework 4/9 – Partner Plan


In part 4, we consider the Partner Plan – how we recruit and work with the right partners. “Give me six…

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Partnership Framework Diagram

05th Sep 2019Introducing the Partnership Framework


Why you need a Partnership Framework Large and small organisations, in both the public and private sector, are increasingly viewing partnerships…

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Newspapers Facts

19th Sep 2018Get the facts right # 3


Facts: “My sale is 57% of the way through the sales cycle and 67% of my buyer’s journey is now done…

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Fact Header

11th Sep 2018Get the facts right #2


Sales and marketing probably throw up more erroneous and irrelevant facts and statistics than politics. Have a quick read of this…

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19th Jun 2018Is there a Chasm?


The concept of ‘Crossing is the Chasm’ is widely accepted as the primary challenge of tech start-ups aiming for a mass…

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Open Book sales

03rd Jan 2017Is knowing it all a major barrier to sales?


I find fewer and fewer people these days prepared to admit that they might not know everything. It seems some people…

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