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June 25, 2018

Chatting to a colleague this morning, he was talking about a change programme he is working on and was showing me the various persona groups of stakeholders.  One persona group he has identified is the “Beach Boys”.  These are the ‘wouldn’t it be nice’ people…

As s...

February 11, 2018

Stop sending proposals that don't lead to sales!

December 4, 2017

This is an except from a blog by Ian Altman - it is just too good to not share.

What If It Actually Is About Price?

I’m covering this section just to be polite. I promise that it is almost never about price. But, if it is, here is what probably went wrong. You jumped to...

August 29, 2017

Follow-up notes are a massively underused and undervalued sales tool.  A good follow-up note will set you apart from your competitors.  Many CIO and CEO’s have told me that they are astounded by the number of sales people who don’t take notes, and don’t send follow-up...

December 15, 2016

Doing something is always a good start. But don't keep throwing mud at the walls. Be better than that by taking action, listening for feedback, then adjusting your actions.

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July 22, 2018

November 23, 2017

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