If - like many of the clients I work with - you are an established enterprise software company, it’s likely that your initial success will have been based on selling a perpetually licensed on-premise solution. And even if you’ve developed a new cloud-based version of 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 ...
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 ...
