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...

Warm calling for the win

BD in 2023, is it all AI and robots then? So here we are in the second half of the year. What kind of BD world are we living in these days?  Well, 2023 is definitely an interesting vintage. The home vs office debate rages on, data scraping is rampant, we are all...

ABC in Sales. Always be collaborating.

Finding the awkward bits in sales In recent weeks, I’ve been working with clients who have been getting into the weeds on their sales process. They are doing the right things. They are holding themselves accountable and recording where potential deals are stalling and...