Rethinking the Sales Funnel – Part 1

“Oh, here we go again” I hear you say. “Someone else reinventing the wheel!” And why not? This particular wheel has been turning since 1924, when the funnel model was first associated with the AIDA concept. The pneumatic tyre was first used on cars in 1895 but I guarantee they bore no resemblance to the

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Why Are You Paying Your Salespeople to Waste Their Time and Your Money?

  That’s an astonishing figure, isn’t it? You could argue that it’s obvious – if you win 35 opportunities and lose 65 you’re bound to have spent more time on the ‘lost’ side of the equation. It’s just simple maths. The astonishing part is this: why are you spending proportionally the same amount of time

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