Insights & Perspectives on Sales, IT Services, and Transformation

AI & Technology
Sales Strategy
IT Services & Delivery
Contracts & Governance
Transformation & Operating Models
Training & Enablement

Grounded thinking on strategy, sales, services, and technology, informed by real-world experience and practical recommendations.

Selected Insights

  • Why Mature Clients Ask the Hard Questions Before Signing

    Experienced buyers do not rush to agreement. They test assumptions, probe risks, and challenge governance early. This edition explains why hard questions are signals of maturity, not resistance, and how responding to them strengthens deals.

  • Why Deals Stall When Decision Authority Is Never Explicit

    Many sales cycles drag on not because buyers are unconvinced, but because no one is clearly authorised to decide. This edition explains why implicit decision authority slows deals down and how making it explicit accelerates commitment.

  • Selling Value Is Not Storytelling. It Is Risk Translation.

    Many sales teams believe value selling is about telling better stories. In reality, it is about translating business risk into decisions executives can safely own. This edition explains why value is rarely about upside and almost always about control.

  • Why Most Business Cases Fail at the Decision Table

    Most business cases fail not because the numbers are wrong, but because the decision is unclear. This first edition explains why clarity, ownership, and decision framing matter more than financial sophistication when executives are asked to commit.

  • AI and Strategic Focus in Sales: Why Clarity Beats Coverage

    AI makes it easier than ever to cover more accounts, more opportunities, and more activities. But coverage without clarity dilutes impact. In complex sales environments, focus remains the primary driver of strategic advantage, even in an AI-augmented world.