With so little to differentiate the functional performance of most of the top products, the emphasis to create the desire for change now rests squarely with the person standing in front of the customer. And the thing that the customer wants most in business-to-business sales, more than they care about the brand or want a […]

Much is made of the challenger sales person, and it would perhaps be easy to think that this supposed Jedi-like individual has a set of special powers that allows them to take on the customer and exit the selling conversation having overcome conflict and confrontation, covered in glory. Meanwhile of course, those sales people who […]

It’s easy perhaps to think that the thing you’re selling is the product you can hold, the service you deliver or the extra widget that’s just been added. Easy perhaps to believe that the actual product – the thing we can hold, deliver or remove – is the thing that people are really buying. But […]

If I want to improve my golf, I would be wise to do any of the following: join a golf club, get some lessons, invest in a decent set of clubs, play regularly, play with people better than me, watch some videos, read Timothy Gallwey’s, ‘Inner Golf’, have someone assess my performance and provide some […]

There has been much talk by business commentators and writers about the growth of small businesses and entrepreneurialism. At times, it’s perhaps easy to think (given some of these ideas) that we should all quit our jobs and run headlong into a new venture expecting it to be fundamentally different to our previous roles. Whilst […]

Traditionally we’ve focused on the first two: the competitors and the contract status. Find out what they use, how long they have to run on the contract and then pitch our product or service relative to the competition. The problem with pitching my product or service against what the customer already uses is that they […]

Of course the outcome of anything is measured by the result. The result tells us whether what we did – how much, with whom and in what way – was effective and successful in the pursuit of our overall objective. But what happens if the process takes time? Measuring the result may not be possible […]

We’re launching our new book, The Credible Expert, next Friday 25th November. It’s a must-read for anyone in the medical industry who is looking to stand out, create more opportunities and grow their business. After reading it you will: Understand how the market has changed and what you need to do to capitalise on it […]

I met a vampire the other day so thought I would re-share this post from March 2014…   Vampires are mythological beings who subsist by feeding on the life essence of living creatures, regardless of whether they are undead or a living person. Unfortunately, there also exist the metaphorical vampires – who may not feed on the same food as […]