Sales and Sales Leadership insights.

Is this you? I’m a tech 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 g...

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...

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 ...

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, ...

Selling Value - Simple Example - 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...

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 ca...

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...

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 p...

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 thi...

How do we maintain Sales As Usual and Business As Usual when everyone is focused on impending health and economic doom?

Let's get our priorities right from the start.  It's a real health threat and e...

What does Business As Usual (BAU) look like when health authorities are telling everyone to send staff home?

Where do you find useful and trusted resources around Coronavirus, and how you can use tec...

Welcome to the September Newsletter where we highlight what happened in August and provide summaries of key information we have shared.

The Post of the Month

JD posted on Value on LinkedIn.  The key...