The 6Sense Buyer Experience Report surveyed over 2500 buyers and will make you rethink how you approach your go to market strategy.

In this post I pull out some of the key stats and suggest ways to revisit your top of funnel activities.

Once at scale, too few companies spend time really listening to their customers and understanding their world, their pain and how they make decisions on where to spend their hard won money.

In this article I'll walk you through the Switch Interview process and provide you with an easy template to make your own.

As the summer break comes to a close, here's a look at who I work with and how the pipeline pyramid provides the foundation for helping your sellers hit their targets in the second half of the year.

Too much enablement is digital today - relying on sellers to actively seek out content about personas, industries and customer stories.

In this post I walk through some analogue enablement ideas to help bring your offices to life and support your sellers in their work.

Claude Projects help accelerate and expand your seller's ability to research an account and craft a unique perspective for their outreach.

In this post I'll walk you through the prompts step by step.

As AI picks up increasing parts of the sales person’s role - what does it take to be a human sales person?

In this article I look at the importance of business acumen, spatial awareness and project management in delivering value to your customers in their buying process.

What is the value that your SDRs are taking out to their prospects in their outreach? A webinar or product datasheet is not a valuable offer.

In this article we’ll look at what makes a valuable offer and how to arm your SDRs with something that buyers would feel stupid to say no to.

Gartner’s 2024 Software Buying Trends provides valuable insight to revenue leaders as you plan your go to market strategy. Understand what buyers look for as they find and buy new software in2024.

As fighter jets become more advanced, why is it still essential to have a human in the machine?

What can we learn about AI picking up more of the sales process from human sellers?

Sales interviews rarely teach you anything about how a candidate will really work.

Instead of asking them what they have done in the past, ask them to show you how they will work in the future.

President’s Clubs can be fantastic drivers of culture and behaviour change, or expensive trips taken for granted.

Here are 7 lessons from my own experiences to help you plan yours.