Posts

Why simplification is hard [video]

I’ve always liked the idea that to get from simplistic to simple you have to wade through complex. In other words, simplification is not about dumbing something down, but rather it is about paring it back. To achieve this, you firstly need all the glorious detail to be able to hunt and find the bare […]

The magic of recurring revenue [video]

How would you like to increase your revenue every year without increasing your sales quotas? Steady – I’m not selling some networking marketing method, or even a product. I just want to show you something obvious that you can do in your own business without paying anybody, or signing up for some crazy system. This […]

B2B Sales: You need to focus on the workarounds that aren’t working

In most “solution selling” methodologies, B2B sales people are encouraged to uncover their prospect’s issues, rather than leading with their products. But there’s a potential problem: any organisation, any stakeholder, always has many more issues that they would like to address than they could possibly have the have money, time, or inclination to deal with. […]