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Start-up Sales: Understanding Your Buyer’s Mode

When selling complex solutions to organisations it is imperative to understand your buyer's mode. Not all potential buyers are in the same ‘mode’. All buyers are not in the same position or share the same outlook.  As a sales professional,…

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5 Ways Selling Makes The Difference To Scaling Up

We’ve long understood the concept of ‘crossing the chasm’. The task of established start-ups who have found the repeatable business model, but can’t get to that next step – the step of scaling up. Great products, cool brand, nice looking…

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business planning

Sales Management – Funnel versus Pipeline

Sales management of your opportunities requires different attention and investment by you, dependent on where you deem them to be in the sales funnel. The incorrect sales approach - at the wrong time - will damage your chances of moving…

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