GYSGYB

Short video on product centricity, what it is and how it impacts sales and business. This is typical in start-up land, but also in larger organisations who have scaled to a point where their offering becomes too complex and cumbersome.

Get the contract out! In sales particularly towards the end of the sales cycle we tend to dither about sending the contract out giving little for your prosect to consider - Just send it out you'd be amazed what could happen!

Short 4 minute podcast on sales piratry and sensitive sales reps. I will be looking to do more on the topic of sales piratry so keep tuned!

In this short 2 minute video I share a couple of definitions on what qualification providing a slightly different perspective on how to think about that part of the sales process.

In this latest episode I recall a story of how a senior sales leader introduced the idea of co-selling with zero commission.