Recently, I had an informative conversation with a Commercial Director in my network. When assessing sales processes in their organisation, they had observed several cross-sell and up-sell opportunities had either been…

In a recent conversation with a long-standing client, I was reminded of a Dale Carnegie quotation that would become a defining principle throughout my career: ‘91% of clients will give…

COVID-19 has changed the way we sell forever, with recent research revealing only 20% of B2B decision makers are keen to return to in-person sales meetings (McKinsey). Pivoting from being…

The way we sell has changed – forever! Research by McKinsey shows that 90% of selling has now moved online and more than 50% of companies surveyed believe this is…