29 Aug 2024
In the fast-paced world of tech, standing still is not an option. To stay ahead, you need to think disruptively. In this article, adapted from my upcoming book, Dominate in a Downturn, we explore how a Disruptive Mindset can catalyse change, drive growth, and set your business on a path to market leadership—even in challenging economic climates.
28 Aug 2024
As economic landscapes shift and old methodologies falter, the tech industry faces a critical pivot point. 'Dominate in a Downturn' introduces the Five Forces Model, a groundbreaking framework designed to overhaul traditional solution selling with dynamic, results-driven strategies. Dive into how these forces—Disruptive Mindset, Insight Agility, Client Centricity, Distinctive Dominance, and Emotional Intelligence—are reshaping the future of tech sales.
21 Aug 2024
Learn how disruptive storytelling in the tech and software industries can inspire clients to rethink their approach and drive transformative results by focusing on behaviour change, not just product features.
6 May 2024
The current economic downturn has presented numerous challenges for businesses, with a significant decline in consumer spending and a general air of uncertainty. Sales professionals are now forced to adapt their techniques in order to survive and thrive in these tough times. Two psychological concepts, loss aversion and status quo bias, can provide valuable insights on how to approach selling in an economic downturn. By understanding these principles, you can develop strategies that tap into customers' emotions and boost your sales success
24 Apr 2024
To make sales in an ecomonic downturn we need to evolve some of the usual Value Based Selling approaches to become more in tune with the customer and demonstrate empathy to the situation.
What many people don’t know if that Empathy comes in 3 different ways:
17 Apr 2024
Friend, Predator or Potential Lover - these are the 3 options when people meet you for the first time! This is true across all media - whether it's an email, text message, phone call or face-to-face meeting. The challenge is that they take the minimum amount of data to come to a decision, hence they hang up, trash the email, or try to cut your interaction short.
If you want to learn more about how to maximise the chances...