Market momentum doesn’t just happen, you need to build it

To win in the complex B2B space, you need to build trust and authority within your customer’s minds.    B2B sales are usually high stakes and relatively high risk for a customer. If they get it wrong, it can cost them hundreds of thousands, if not...

Why building momentum is crucial for your B2B sales success

One size doesn’t fit all.   Unfortunately, many digital agencies, marketing agencies and marketing consultants just don’t get B2B sales.    They don’t understand the sales cycle, the stakeholder management or the complexity of what...
When being right is wrong

When being right is wrong

I’m revelling in the numerous lessons that I uncovered from Amazon’s shareholders letter where Jeff Bezos described that Amazon will not be a Day 2 company (Day 2 is stasis. Followed by irrelevance. Followed by excruciating, painful decline. Followed by death. see...

Perfection stops momentum

In case you missed it, we have recently launched a new service called Market Fit If want you to get customer validated answers to your most difficult challenges – then we believe that this service is the best and fastest way to find your product market fit. In...
Follow up and forgotten

Follow up and forgotten

One of the joys of releasing this blog public is waiting for the reviews to come in. I’m lucky enough to get good engagement, and one of the things I enjoy most is the reaction a piece on a specific business generates, often from the employees. Reactions can range...

She knows more about you than you think

I’m on a product bent at the moment – after last week’s big push on audio books, this week I want you to meet Crystalknows. Crystal might be a little creepy at first, but once you deal with that, she is in fact a potentially fantastic tool for your business....

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