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.
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
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
In one of the many anecdotes peppered throughout his book “Crossing the unknown Sea – work as a pilgrimage of identity.” David Whyte talks about a conversation he had with a renowned Benedictine Monk
The older I get, the more I understand the destructive nature of self-chat. That self-chat, or the internal narrative that pops up just when things seem to be going well, when you feel like
The average person reads 12-15 books a year. That said, the average person isn’t a real person, more a statistical construct. So how do they work it out? The ‘mean average’ takes the number
“The Challenger Sale” by Matthew Dixon has emerged as a ground-breaking resource in the field of sales – for management, sales executives and B2B sales training and coaching. Primarily targeted at business professionals seeking
“The Ultimate Sales Machine” by Chet Holmes is a must-read for anyone looking to improve their sales skills and increase their sales performance. This comprehensive guide covers a wide range of sales strategies and