The Hidden Risk in Digital Transformation:
Delivery Teams That Can Build — But Can’t Influence Digital transformation rarely fails because the technology doesn’t work. More often, it struggles because the organisation doesn’t change. This is an uncomfortable truth for many technology consulting and...
Project Management in 2026: Hybrid Delivery and the Rise of the Value Translator
Agile won.Waterfall didn’t disappear.And most organisations are still trying to work out why delivery feels harder than it should. If you work in technology services — consulting, architecture, programme delivery — you’ll probably recognise this pattern. Teams say...
Get on the Train: The Strategic Value of Showing Up
Over the last few years, the way we communicate with clients has changed dramatically. What started as a necessity during the pandemic has become standard operating procedure. Diaries are packed with Teams and Zoom links. Workshops that once required flights, hotels...
Stop Chasing Ghosts!
Why Qualification is the Bedrock of B2B Sales Success We’ve all been there. The deal looked promising. The contact said the right things. You were "90% sure" it was closing this quarter. Three months later, it's still sitting in your pipeline like a stale...
Pick Up the Phone — It Won’t Bite! Why Gen Z’s Phone Fear Is Holding Them Back in Sales
Picture this. A 47-year-old marketing exec picks up the phone to interview a promising young candidate. She dials, he answers… and then? Silence. “All I heard was him breathing,” she said. “It was really creepy.” This isn’t an urban myth — it’s a real story from a...
Sales Leaders: Can you truly move the needle and achieve continual improvements in your team’s results?
The secret to sustained sales growth doesn’t lie in quick fixes or one-off training events. Instead, it’s rooted in a disciplined, ongoing focus on monitoring, reviewing, and coaching your sales team’s activities, skills, and behaviours — often backed by external...
Is your sales team performing at its full potential? 6 questions to ask
If you're leading a B2B sales team, you've likely asked yourself: "Why is performance often inconsistent across my team? Why aren’t more of my salespeople hitting target in a predictable way?" Often, these questions reveal deeper issues that don't show up in the...
Continuous Monthly Learning Programmes vs. One-Off Training Courses: Which Delivers Lasting Impact?
In a rapidly evolving business landscape, every organisation faces a critical choice in how they develop their people, and improve results: invest in one-off training courses, or opt for ongoing, continuous learning programmes. Both approaches have their place, but...
Unleash the power of a compelling business case
In today’s fast-paced tech industry, sales professionals face the constant challenge of convincing discerning clients of the real-world benefits behind software solutions, particularly those in competitive fields like information security. A well-crafted business case...
Radio silence: what to do when buyers go cold
Some of these reasons we can definitely do something about – earlier in the selling process. For example, when a prospect asks you for a proposal.
Fundamentals of Selling: Relax, and drop the fake bonhomie
Most business people with any experience can see through this sort of thing a mile off, and it is so transparent, it’s counter-productive.
Why ‘Critical Thinking’ is an essential sales skill
If you understand the importance of gathering information about your customer, before you attempt to ‘pitch’ a solution.