If you’re in the B2B services industry and are struggling to close sales, it might be because you are having the right conversation but with the wrong person. What the heck does that mean? Let me explain… We all know B2B growth and sales are different from...
I got a bit of a shock earlier this week when one of my clients reminded me to remind them that we were 16% through the year. So the question is, are we 16% through our goals? Even without COVID lockdowns, it is a funny time of year, we are close to the end of the...
It is scary to think 2021 is already 8% done. Even scarier when you ask yourself if you are 8% through this year’s growth plan? Or worse still, do you even have a plan? In a recent survey I conducted with my clients there were two overwhelming themes for 2021. The...
This article was shamelessly inspired by working with a great client. We worked on a proposition, and we are at the business end of the go-to-market phase. And I know the launch will be a complete success. How do I know that? The client did three things that will...
One of the benefits of my business is I get to see and help a lot of great companies. I get to see their marketing. All of it. The good, the bad and the ugly. I get to see their propositions, both the good and the ones that need some work....
To wrap up this series on the New ABCs of Selling it’s time for your special bonus offer – D for Deals. OK – as a quick reminder, this series has shown how the ABC’s of selling have moved from the high pressure of always be closing, to the more considered...
