Sales Acceleration Consulting

In my decades of selling, I’ve come to learn that an objection to a proposal can often be a buying signal. The customer is actually...

Senior IT executives are the architects of growth, innovation, building winning teams, and delivering stakeholder value. They drive their...

In my decades of leading sales teams and working with super successful sales people, one consistent characteristic is the ability to...

In this article, we'll look at how organisations can optimise their sales team's performance and unlock their full potential. In the...

What’s your renewal rate? Is it better, or worse, than your competition? If it’s not great, then maybe now is the time to invest in a...

During my 18 years in Sales Leadership at Oracle Corporation, it seemed to me that the business oscillated between “generalists” - Reps...

In my decades of experience in selling software solutions, one of the most common weaknesses I've seen are poor Customer Value...

I’ve hired hundreds of sales people over my career, and only on a handful of occasions have I known with absolute certainty that the...

In this, the second in our series, we consider the art of "Getting to the No", or, in other words, finding the detractor in your...

Navigating Investment Success In the world of tech start-ups and scale-ups, securing investment isn't just about numbers, as you probably...

The Power of Sales Incentive Compensation for Your Business The engine that drives your growth and sustainability is an engaged and...