Embracing Change

Design for Change I’m regularly involved in discussing change within a business, it never ceases to amaze me how defensive we become. Reasons for change are many and varied, most …

Sales v Marketing

This is a hot topic at present, but is one that’s been around at least since I began my sales career over 25 years ago. The conundrum, of does sales …

Sales; Out of Focus?

I recently had the opportunity to be involved in some workshops for graduates at Aberdeen University. The graduates came from Marketing, Communications and Energy backgrounds, most of them were from …

Why sales skills are important

This week, I’ve been working with graduates from the University of Aberdeen, as its Industry Week. This is a chance for graduates to work with business and get an opportunity …

Sales Director for Hire?

What do I mean? In my experience, most organisations find when they reach a certain size, their business growth stalls (pain points), knowing where these pain points are and how …

We are creating clones

Over the last while, my experiences working within businesses and higher education has shown me, we’re falling short of the mark in supporting them, we miss their fundamental needs. Since …