Sales and Marketing

Purchasing Power

When I started out in sales, a long time ago, most companies had a purchasing department…
Guerrilla Marketing

About 20 years ago I came across ‘The Guerrilla Marketing Handbook’ by Jay Conrad Levinson. The concept…
Networking Not Working?

Given you are probably reading this on LockedIn, you are almost certainly overfamiliar with the concept…
Back to the Future: IT Repeating Itself

Apparently, the Oxford English Dictionary’s word of the year is Vax, as in vaccinate. For those of…
Nailing Nasty Negotiations

One of the endearing characteristics of the British is our general reluctance to wrangle. We may half-heartedly…
The Pain & Pleasure of S&M

If you ask any marketeer the relationship between Sales and Marketing (S&M), they will invariably say…
Pre-Sales Con-sultants

After my recent go at IT sales folk, I’ve been inundated by a request to do a hagiography…
K.O. Your Customer

You would think that after decades of practice, Business to Consumer (B2C) companies would have worked…
How to be a Smokin’ Hot IT Sales Exec

Spare a thought in these torrid/tedious/troublesome times for the unsung stars of the computing world –…
Turning the Scrooge

With a subdued and slightly desperate festive season well underway and a distinct financial chill in…