I’m of the school that every business needs to be a “creative business” and in the tech industry it’s high time we turn our sales professionals into creative individuals capable of
I’ve spent a lot of January coaching IT Sales teams to use GROW on the phone. Here are my top tips that have helped them (and therefore their customers) get the most value from
Number of businesses in the UK by employment size and revenue size. Of particular interest to those targeting the mid-market so they can better define what exactly is the mid-market.
As practitioners of BUYERnomics™ know, the ability to formulate high quality questions is one of the key skills to master. Particularly the killer question. You all know the one; it’s the
The more time you spend selling, the worse you get at sales Confession time. I have been in this profession for over 25 years and when I look back to
Planning isn’t just about the big showcase event with your customer where all the execs are wheeled out once or twice a year for a full on session that can last