With relatively few exceptions, most companies want to be seen to be focused on value, rather than price. You can understand why: in most markets there is only space for one or at most a very few “cost leaders”. You can see the trend reflected in the number of organisations ...
Most sales organisations would agree that increasing average deal values is a positive objective, along with shortening ...
Early, accurate qualification is critical to success in complex B2B sales. It allows us to identify the opportunities that ...
Mark Twain is said to have popularised the phrase “There are three kinds of lies: lies, damned lies, and statistics". In an ...
I recently shared my thoughts about applying Simon Sinek’s “Start With Why” concept (also known as The Golden Circle) to the ...
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. ...
