Real Stories

Some 15 years ago I was consulting to a major account sales team who were selling to a large multi-national ($100Bn+). They were a relatively minor supplier to this customer. The incumbent supplier had over 80% of the spend. This comparative split had existed for over...

This is a story of woe. Imagine a young salesman. Straight off of closing the biggest deal in his company’s history. $5m of software in 1989. To say I was full of confidence and full of myself would be the understatement of the last millennium. I was working for...