We have the pleasure of being involved in the early stages of many fascinating start-ups in the tech space. At some point in the journey the question comes up about direct sales vs channel/partner sales vs distributor.

Each business should have the conversation about the different sales...

We've all seen them in the workplace—the sales rep who's constantly on the move, always busy, and seemingly engaged in a whirlwind of activities. They're working hard, or so it seems. But here's the catch: for all their action, they rarely hit their sales targets. Why does this happen, and...

Ever had the situation where the leading sales rep has been promoted to be the new Sales Leader?  Happens all the time.  The most common outcome, at least in the first few months, is your revenue decreases (because the best rep is now the leader) and the sales team complain about the...

Is this you? I’m a founder. I’ve found a great niche; a serious problem that I know how to solve. I had great traction early on. I love talking to people about this.  I’m inspired. I’ve built a great product.  I do great demos.  I’m now struggling to...

The business climate is tough.  Selling is tough. Some of the same fears raised during the global pandemic about selling are resurfacing now. When business focus moves from growth to survival, even in a high-performance sales team, one or more team members may be under performing. How do you...

Founders and Investors alike have been watching the Silicon Valley Bank saga closely over the last few days.  It comes on top of already tight market for capital raising.  This blog looks at what you can do in this market – where investors are wary and capital raising is much...

The Australian Bureau of Statistics shows there were 2.6M businesses actively trading in Australia for FY22 with 19.7% new that year. There was a 2.4% increase for businesses employing 1-4 employees, a 3% increase for those employing 5-19 employees and a 5.9% increases for businesses in the...

The $8 Haircut was posted by JD on LinkedIn today.  It is shown below.

JD challenged you "When you visit your next prospect what will you do differently?"

There were over 50 comments on the post and I love the ones who encourage us to listen more.  When we talk with our...

If you’re a founder, at some point you would have thought about raising capital for your business. However, if running your own business isn’t enough of a challenge, navigating the world of raising capital can be next level. To help make the process a little smoother for you, today...

Is discounting slowly killing your B2B business? While performing an account review for a client recently, we heard a seasoned sales rep ask “Can we ‘motivate’ the customer to buy?” Wait. Did we hear this right - did he just ask his boss for a discount?

If you’re...

There comes a time in every startup journey when you realise that in order to move forward and scale, you need to increase sales and revenue first. And that means transitioning from selling your own products and services to handing over sales to a professional salesperson. 

It seems...

On Media Watch this week Paul Barry spoke about the most overused phrase in the media during this pandemic.  It was “Petrie dish”, as in the “schools are like a Petrie dish for Coronavirus”. Since this pandemic started to bite into the economy about 3 weeks ago,...