In: Sales

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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