OK, you’ve seen that headline many times before. What amazes me is often change programmes, big and small, just fail to address the basics. So, what are the key elements of successful change programmes?
Why Do Change Programmes Fail? Read More »
Unlock your team’s full potential by mastering the art of productive meetings. Ensure that every meeting is a valuable use of time, fostering better communication, clearer decision-making, and stronger collaboration.
10 Tips For Running Productive Meetings Read More »
How often do directors, partners, fee earners, or business development professionals evaluate their existing and prospective relationships to identify where future revenue will come from?
When Did You Last Evaluate Your Business Relationships? Read More »
This article aims to get you thinking more deeply about the relationships you have – or want to have.
Business Relationships Win You Work Read More »
One of the things that always surprises me in our work in complex sales is the response to this question – ‘have you ever been taught a commercial questioning tool?’
Ask Better Sales Questions Read More »
Are you REALLY listening to your clients, or just waiting to speak? After all, you are going to be valued as an adviser for your knowledge and expertise in your specialist area of complex sales, aren’t you? Yes…but no!
Are You Really Listening To Clients? Read More »
If you’re worrying about delivery, keeping your team together, retaining talent then you’re probably adding to the stress levels of all your resources: your team, your board and yourself.
Bring Your Team Together To Rebond And Rebound Read More »
Knowing about the phases of the buying journey is key. Knowing where your customer is in the buying journey is even more critical.
Buying Journey Phases In B2B Complex Sales Read More »
In B2B complex sales we should focus on what matters most to the buyer and less on what matters to the salesperson or the seller’s organisation.
B2B Complex Sales And The Buying Journey Read More »
A rich picture on its own won’t solve any problems. But use it as a mechanism to understand what the issues and solutions are, and a rich picture opens up conversations.
Making Rich Pictures Work Read More »
Lots of salespeople, be they junior or very senior, shy away from engaging with procurement. Maybe they view them as some sort of ogre. They aren’t, they are human beings. However, their agenda is very different to that of the salesperson. You need to get ready for the right conversation.
Make Procurement Relationships Work For You Read More »
There are a number of steps we follow to ensure a great virtual coaching session. Here are our 5 top tips.
Ensure A Great Virtual Coaching Session Read More »
Our mission is to make your change management journey easier, smoother, quicker and more sustainable.
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