I recently shared my thoughts about applying Simon Sinek’s “Start With Why” concept (also known as The Golden Circle) to the sales process - you can read the article here. I used Sinek’s framework to make the point that our best customers don’t just buy what we do, they buy ...
In September 2009, Simon Sinek took the stage at a TEDx event and delivered an 18-minute presentation that has now been ...
It seems as if everybody wants to be a thought leader nowadays, and to publish insights that are going to somehow ...
If - like many of the clients I work with - you are an established enterprise software company, it’s likely that your ...
Is there such a thing as a “perfect sale”? A sale in which we got the highest possible price in the shortest possible sales ...
In “The Tortoise and the Hare” Aesop describes a race between a slow-moving tortoise and a fast-moving over-confident hare. ...
If we boil it down to the basics, there is one over-riding reason why our customers accept the need for change rather than ...
Whether they are involved in winning new business or seeking to retain or expand existing business relationships, one of the ...
If - as many scale-ups are - you are on a mission to challenge the status quo and get your prospective customers to think ...
I’ve been talking about the long-term impact of conventional sales training programmes with clients, and their experience ...
