UncategorizedKey Account Programs – Why do they fail, and what makes them succeed? 35 years. That’s how long I’ve worked both for and with Professional Services and B2B firms. And during that 35... Read more
UncategorizedSimon Sinek’s sales email: what would I change? EmAfter this was published, I had a few people send it to me asking me if I agreed with Simon or if I would have... Read more
UncategorizedA Sales Evolution or Revolution? What’s changed in sales methods over the past 30 years and what it means for modern sales-based organisations. How does a sales-based organisation know which sales methodology is best? Solution selling, SPIN selling, Insight... Read more
Uncategorized‘Only 20% of what I do is actually about the law’: Mark Woolley chats with Keith about how he won the 2015 Financial Review Client Choice Award for most client-focused lawyer. The 2015 Financial Review Client Choice award winners were recently announced and among them was Mark Woolley... Read more
UncategorizedHow I achieved an 85% success rate getting meetings with new prospects in France: a multicultural case study of the business of trust. By Julien Lepetit. Approximately three years ago, I was introduced to Keith Dugdale’s Smarter Selling approach. At... Read more
UncategorizedWhat should you do when the relationship is broken? Something has happened in your client relationship, and it’s broken. Maybe you missed a major deadline, maybe... Read more