Growth
The Problem The buyer has begged you to send your proposal to them as fast as possible, hinting they can make the decision and walk you through all the sales hurdles in their company. They've got the power, they say. They're desperate, they say. This is a strategic priority, they add. You
Leadership
I once showed a board they had a client trying to spend another $30 million with them, and no one in sales, customer, delivery or leadership had done anything about it. There I was, like Rafiki holding up the Lion King to the sun and its worshippers: “Here is your client, who has asked
Growth
I am a framework nerd. This week, I'm sharing one of mine - The Trust Model. This little beauty has helped some of the Fortune tech world to change the way they speak and sell to their clients. It's very simple. Let me explain. This is the Trust Model. You have two axis: the horizontal
Growth
I have a colossal writing challenge in front of me like none I have seen. (Welcome back to the summer semester.) In 2014, I asked myself the question: "What's the most commercially valuable piece of writing you could put on one sheet of paper?" My answer was the executive summary for the
Growth
Superfans spend 80% more than the average customer and Goldman Sachs values their market at $4.5 billion. They don’t just buy - they pay for access, connection and status. Take Aliens Expanded, a 5-hour documentary including interviews with James Cameron, Sigourney Weaver and the cast of
Growth
Good Friday to you all This week, I've been helping my clients with sales. I have doubted the notion that storytelling is useful to companies, but it seems to be back in full fashion for 2025. Perhaps reality is biting in that while people buy from people, those people had better be smart,
AI
Welcome to the end of the week. At last... Here's why tech is great. 💡I really want you to look at our AI Frontiers events at the bottom of this email. The first is on AI disruption in media, entertainment and games later this month. The second is on DeFi (decentralised finance) 5 reasons
Growth
Why has sales performance dropped and what to do about it...
Growth
The H1 Growth Blockers report launches next week - and yes, it's tough out there. But some companies are adapting better than others. After surveying 107 executives from Fortune and FTSE to early stage firms in B2B, leaders are feeling the impact of the white-collar recession. Few are
Growth
We decided to hold off on launching the Growth Blockers Survey until after the election this week. A lot of business decisions have been delayed until after the election, so we would like to get a sense of what’s next after this. It’s not too late to add your questions or ideas to the
Growth
Morning everyone I hope you had a great Father’s Day. I’ll tell you about mine in another post… This week, we’re building the Growth Blockers survey for Q2. The feedback on our Q1 Growth Blockers report was great. One fintech CXO even said: “I read your report and it was exactly what is
Growth
Hi guys As promised, today we’re launching Growth Blockers UK: Q1 – What is stopping top-line growth in tech & professional services? So the headline executive summary for you: * 72% of CXOs said their companies were not hitting targets in Q1 * The majority cite slow buyer decisions and
