Entries by Brett Bonser

Does my bum look big in these jeans?

There are some questions that simply shouldn’t be answered.  Consider the fear cast into the hearts of men the world over when they get asked this prickly question: “Does my bum look big in these jeans?” A yes response is often followed by the sound of items being thrown across the room.  The much safer […]

Understand your buyer’s concept

Brett Bonser, Director of align.me, writes… Understanding your buyer’s concept starts with three magic words: what is your buyer trying to fix, accomplish, or avoid? How often are you working on projects where the buying influence (Economic, Technical or User – all terms coined by global sales performance leader, Miller Heiman) lacks a concept altogether, […]

Importance of a good VBR

align.me Director, Brett Bonser, explores the importance of a good valid business reason (VBR) – a term coined by global sales performance leader, Miller Heiman… Getting time in someone’s diary is always going to be a challenge.  Even when the initiative ought to be a high priority for them – in ‘your eyes.’ I want […]