Sales Acceleration Consulting

Sales leaders are at the forefront of driving revenue growth, building resilient teams, and adapting to fast-paced market dynamics. While...

In sales, deal qualification  is the backbone of an effective pipeline. While generating leads is essential, not every lead is created...

Sales forecasting is more than just a number on a spreadsheet—it’s a strategic process that allows businesses to predict revenue,...

These days, knowing your competitors' strengths, weaknesses, and strategies isn’t just helpful—it’s essential. Competitor analysis helps...

Understanding your Ideal Customer Profile (ICP) is the first step in targeting your Customer Value Proposition to accelerate growth....

As we all know, or should do, it’s no longer enough to simply offer a good product or service. To truly stand out and drive sales, you...

Launching a new product or expanding into a new market requires more than a strong sales team and quality offerings. To achieve...

A high-performing sales force is the engine that drives growth for any organisation. Yet, achieving consistent sales effectiveness and...

Sales Metrics that Matter: A Guide to Driving Growth and Performance In my decades of sales leadership, instinct and “gut-feeling” are...

Building Strong Relationships with Key Accounts: Strategies for Long-Term Success In many software businesses, key accounts are the...

In sports, coaching to improve performance is a given. In business however, the value of executive coaching is often overlooked and...

Getting your customers to spend more with you, often at the expense of your competition, is often referred to as increasing customer...

In all my years leading and growing businesses, I’ve worked with some super-successful Sales people, and they quite often have similar...

I spent almost 2 decades at Oracle where the Channel was critical to the continued growth of the business and, for the last 5 years...

Are you scratching your head? What’s the difference, and is it important? Having spent most of my career as a VP of Sales at Oracle, I’ve...

In my nearly 20 years as a Sales Leader at Oracle, the number of times I reviewed a territory sales plan and found that the Rep had no...

Have you ever thought that your salesperson is just hoping that the deal will close? That the “compelling event” to buy is your Quarter...

In my 18 years as VP EMEA Sales at Oracle, I was party to many successfully negotiated deals that delivered a Win:Win for both Oracle and...

If you’re in Sales and of a certain age, you will probably have seen the iconic film Glengarry Glen Ross. If you haven’t seen it, I can...

My sales career started in the mid-80s when I joined a photocopier dealer in West Byfleet called Woodside Office Equipment. This was the...