Blog
Stories from the world of BD
Staring into the sales abyss
Dare you stare into the sales abyss? When it comes to sales, Nietzsche had it wrong. The sales abyss is not bottomless, it won’t lead to existential torture, there is a way out and there are no monsters lurking. Let me set the scene. As a sales manager you’re tasked...
Climate positive from day one
Being part of the solution, not part of the problem One of the good things about setting up your own thing is that you can do things the way you want to do them. For me, one of those was to be mindful of carbon footprint and support a local Bristol company all at the...
A new chapter in Renewable Energy Asset Management for Sennen
Absolutely made up to see this out in the real world. Another piece in the Sennen jigsaw with the goal to take…
A successful online event series (with some Ross Geller)
As part of navigating through 2020, over at Empire Engineering we had some big decisions to make about our annual Foundation Ex event…
Oh that’s nice, but so what?
Why just talking about what a product does isn’t going to make anyone buy it. (Sorry but it’s true) I’m in awe of those who can create stuff. Those brain boxes who have…
Hey Dougie!
The clan is growing I’ve been a bit quiet for a couple of weeks. Some good news that little Dougie Pringle joined the clan early morning on May 20. He’s great. Mum…
Guest speaker at the Ghyston breakfast club
Last week, I was kindly invited to be guest speaker at the regular Ghyston breakfast club webinar series.
Ghyston asked me to share some thoughts on how to approach Business Development post COVID-19.
Sales isn’t daunting with a bit of help from GCSE bitesize revision
A regular theme is that sales can feel daunting.
This is especially the case with professionals who are finding themselves ‘having to do some BD’ because they are at a point in their career that demands it.
It’s nice to be nice, thank you team Xavier Analytics
Some year 2020 is proving to be.
I wonder how we will all look back in a few years from now. In the moment, for sure it is not fun, still scary from a health point of view and what business commentators would likely describe as ‘challenging conditions.’
Video demo level 5? Completed it mate.
With us all doing the remote thing, it’s been a case of Zoom, Hangouts and Teams FTW. Oh Skype… what happened? Delivering a successful video demo (or indeed agency pitch) over video takes a little bit of preparation.This is not yet-another-remote-working-tips piece….
B2B Sales right now, late March 2020
I originally published this on LinkedIn a couple of days ago and fresh off the phones this afternoon, I stand by every word. This is what it is like right now.Cutting to the chase. Health and well-being trump everything right now. We’re all in this together. COVID-19...
A consultant’s classic that works for sales
It's as old as the hills in coaching and consulting circles. However, did you know the venerable 'GROW' model can work in the setting of a commercial call? The GROW model has been around for donkeys years. In fact, a quick bit of Google reveals that it was invented...
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