communication

Be a Cracking Post-COVID Chief

One of the unexpected but illuminating consequences of spending the last nine months OoO and/or WFH…
Pre-Sales Con-sultants

After my recent go at IT sales folk, I’ve been inundated by a request to do a hagiography…
The Mentalist Guide to Requirements Gathering

If I said Mentalist to you, I expect you would either think of a mind reader…
Culture Clash

As we soberly reflect on a year lost to the pandemic, it is worth re-examining how…
K.O. Your Customer

You would think that after decades of practice, Business to Consumer (B2C) companies would have worked…
The CIO as Salesperson

In most IT shops, dealings with sales execs are normally seen as a necessary evil that stand between…
Too Many Stakeholders

What do you think the main cause of project failure is? The normal answer is “Not…
The Art of Saying No

Many of us have experienced that sinking feeling when our boss or manager has asked us…
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 –…
Your 2021 New Year’s Resolutions

I’m sure that like me you will already have broken or conveniently forgotten your personal New…