Vertical Thinking

Hesitant buyers, endless consultation, no decision – sound familiar? Are you hearing “We haven’t got the budget for this right now” or “We need to wait six months” or “Brexit’s making everything too uncertain”.

There's a lot of noise at the moment about how hard it is to get to speak to potential new customers. People are less and less accessible, despite an ever…

I was delighted recently when a senior manager described the work I was doing with his sales team as “driving the right behavioural change” across the business. After all, isn’t…

Five steps to a compelling value proposition Cathy Bennett from sales consultancy here for instant access to our Value Proposition customer survey. 3. Harness the power of your business Tapping…

Delegating is risky. Not delegating is riskier still Delegation is an issue for many of the businesses we work with. Without it Sales leaders are unable to focus on the…

What Did You Achieve in 2012? Just four days to Christmas and we're all frantically getting ready for the festive celebrations. Funny how we're just as busy planning for 2013…

So are you selling or are your customers buying? Or not buying, or not right now, as is often the case in today’s tough times. Something we’re hearing a lot…