Sales and Sales Leadership insights.

At some point, you, the Technical Founder, must decide to hire your first sales rep to continue the growth of your business.

The key questions you and your advisory board need to ask are:

1. Is now t
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In the dynamic world of sales of a complex solution, ensuring accountability among sales reps is a vital pillar for success and for ensuring you manage a high-performance sales team. You cannot achiev...

In the last 12 months we’ve worked with 20 customers on improving their sales leadership capability and enabling them to have predictable, sustainable revenue.

We've presented at countless events on ...

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 c...

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...

Hey Founders, if you could supply your sales person unlimited leads would that deliver sales success ? 

No it wouldn't!

It is undeniable leads are a constant source of frustration to enable scale f...

Does it surprise you that the average tenure for a sales person is 19 months and has been trending down in recent times?

Here are my thoughts on WHY.

Most sales people are hired and left to fail. ...