We specialise in executive headhunting services, in EMEA and the USA. These services focus on a diverse range of technology vendors, including enterprise software and venture capital backed tech start-ups. …
Large value customers are seen as the holy grail for many sales teams. Interesting research from McKinsey has found that many organisations aim for 40% of projected revenue to come …
Identifying “ideal” prospective customers is the vital first step to ensure that sales effort and resource is targeted correctly, but what are the signs and indicators to look for? One …
It’s perhaps safe to say that in over 30 years in sales one of the most crucial insights I’ve developed is just how valuable developing a quantifiable business case is, …
In the second part of my series on the role of a business case in driving a high value customer transaction, I’ve turned my attention to the process of how …
