Sell to me, as me…
“Sell to me, as me.” That was one of the simplest, and most revealing, pieces of advice I heard while interviewing buyers for our Findability, Credibility ... Read More
Strategy Development
Validation, not education: The new first conversation
The first conversation with a buyer used to be educational. Now it’s confirmational. One Chief Commercial Officer that I spoke to recently, told me: “People don’t ... Read More
Trust is recognised at the point of sale, not built there
If you believe trust is built in the pitch, I hate to say it, but you’re already too late. One of the common myths in professional ... Read More
The power of everyday visibility: Showing up even when clients aren’t buying
One of the misconceptions in professional services is that visibility should match buying cycles. Clients aren’t buying, so visibility drops.Clients start buying, so visibility spikes. It’s ... Read More