Sales is an Outdated Model
Monday, 10 Dec, 2018
Sales is an Outdated Model

Can you think of any business paradigms that have stayed the same over the past 100 years?

Anatomy of a Lost Sale: Case Study
Monday, 19 Nov, 2018
Anatomy of a Lost Sale: Case Study

I’ve been writing a lot lately about how we lose sales and forego success because we enter and conduct conversations through our biases and assumptions.

Starting a Tech Company in 1983
Monday, 12 Nov, 2018
Starting a Tech Company in 1983

I started up a tech company in London in 1983. I never meant to.

Assumptions: Why Being Right Is Wrong
Monday, 12 Nov, 2018
Assumptions: Why Being Right Is Wrong

We naturally assume we understand what’s meant and don’t question that assumptions. The truth is, our brains are not set up to enable us to understand what others tell us…

Optimizing Buyer Personas to Facilitate Pre-Sales Decisions
Monday, 29 Oct, 2018
Optimizing Buyer Personas to Facilitate Pre-Sales Decisions

Buyer Personas do a great job finding and reaching probable buyers, while positioning messages and…

The Fallacy of Making Appointments
Monday, 29 Oct, 2018
The Fallacy of Making Appointments

Do you want to make a sale, or an appointment? Does an appointment create a ‘relationship’ that will close the deal? Give you a higher probability of closing a sale?