In “The Tortoise and the Hare” Aesop describes a race between a slow-moving tortoise and a fast-moving over-confident hare. Despite the skittish hare racing ahead at first, his slow-but-steady competitor arrives at the finishing line ahead of him. This widely-told ancient ...
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 ...
If you were foolish enough to listen to some B2B marketers and agencies, you might conclude that the simple act of ...
Successful start-ups tend to follow a predictable pattern: they identify a problem that needs solving, develop an innovative ...
What’s the single most important stage in any complex B2B sales process? Is it the “close”? The commercial negotiation? The ...
Most B2B-focused sales people have been taught that it’s more effective to promote the projected “benefits” of their ...
An uninformed and superficial review of the principles of “challenger®️ selling” might lead some people to conclude that it ...
