BANT vs MEDDIC: why neither framework wins buyer trust on its own By the time a potential buyer gets in touch with you, it’s likely they’ve already done most of the work without you.
Take sales underperformance – your team, an individual or your own. In order to fix the underperformance, you need to know what has caused or is causing it. Validation can come from numbers and
Making AI Work in Your Sales Team Every quarter I (ask Claude to) review what has changed in the world of sales technology. This quarter Salesforce, Gong, Salesloft, HubSpot and Zoom all announced AI
Why sales process improvement matters before you buy any technology There was a time as a sales person, I shared a mobile phone with my partner. It was in the mid-90s at a newspaper
What a Repeatable Sales Process Does for Your Business (and How to Check If You Have One) “…a repeatable process that creates and delivers something of value that other people want or need at
Why sales training on its own rarely changes results Sales training is one of the most common and valuable investments a business makes in its people. It is usually triggered by something specific: missed
How Can Positive Intelligence Coaching Help You Respond With More Confidence and Clarity? Some people call it “The Voice.” Some call it the “The Inner Critic.” The Gremlin. The Judge (Jury & Executioner.) The
There’s no shortage of information on how AI is influencing sales teams. I’m having plenty of conversations about how small businesses can best power up their sales strategy with AI. If salespeople are using AI
Your culture isn’t on the wall. It’s in four places. Most organisations have a values statement. On the website or on the walls. Or both. (I remember seeing on a wall in M&S “To
At any one time, my active client list is made up of businesses and organisations of all shapes and sizes, different industry sectors and all with different business needs. Two are genuine enterprise scale