Make a better discovery call, part 2

Stu Pringle Director Part 1 was all about putting some structure around the discovery call In last month’s episode, the first of this two blog series, looked at a suggested structure for a sales discovery call. I presented the snappily titled GROWFSN model to keep...

Make a better discovery call, part 1

Stu Pringle Director Putting structure into discovery “Failure to plan is planning to fail”Benjamin Franklin 1790 It may be one of the older quotes you see wanged around on blogs like these, however our mate Benjamin was absolutely spot on when it comes to the B2B...

Unleash the Grandma!

I am an unashamed events geek Here’s the thing. Events have been part of my professional life pretty much all the way back to when I was a young fresh faced pup not long out of uni. Way back in the <cough> early 2000’s, I cut my teeth in corporate...