When all the strategies have been written, all the workshops attended, and all the board meetings or management meetings sat through, what all B2B businesses are trying to achieve is […]
Any account that gives you a good share of their business is a target for your competitors. A classic error is only to focus on obtaining market share from those […]
One of the most interesting parts of a consultant’s job when visiting different organisations is seeing how strongly the way they organise their reception and switchboard, revealing how customer centric […]
Having tried ‘normal’ sales approaches there are often people/accounts who fail to respond. Displacement Selling explores other reasons and approaches to increase market share or penetrate a new market. Participants […]
Organisations are now in a permanently turbulent change state, the days of the status quo are over. Transformational leadership is the most effective response; it effectively positions you for the […]
