Why do promising sales opportunities fizzle out before you have a chance to really get into the detail with the customer, to find out what makes them tick and agree the pain points which are solved by your product or service? Because we FLOP. This short series of articles discusses four traps into which salespeople […]
Why do promising sales opportunities fizzle out before you have a chance to really get into the detail with the customer, to find out what makes them tick and agree the pain points which are solved by your product or service? Because we FLOP. This short series of articles discusses four traps into which salespeople […]
Why do promising sales opportunities fizzle out before you have a chance to really get into the detail with the customer, to find out what makes them tick and agree the pain points which are solved by your product or service? Because we FLOP. This short series of articles discusses four traps into which salespeople […]
The ABC of Sales Part III. Featured image: cover artwork for Oasis Definitely Maybe © Michael Spencer Jones. In the spirit of Sesame Street, today’s instalment of sales wisdom is brought to you by the letters Y, N and M – with R and S thrown in as bonus letters. And the number zero. As […]
The ABC of Sales Part II. A while ago, I wrote an article on The ABC of Sales: Psychology Before Process, so it was inevitable that at some point I would follow this up by working my way through the rest of the alphabet. Which brings us to D. D is for lots of things. […]
Reflections on AI conversations at Researcher to Reader 2026. To get things going, my direction of travel right now is through the Channel Tunnel back home to France, after another hugely enjoyable and thought-provoking Researcher to Reader (R2R) conference in London. The event was notable for the announcement that this will be Mark Carden’s last […]
Consultancy can be your Shock Absorber. Next to our home here in rural France, there is a rough track which acts as a short-cut to the next hamlet. It’s used regularly by locals, delivery drivers and farmers moving their tractors and heavy machinery between fields. A few weeks ago, I managed to cause sufficient damage […]
Reflections on APE 2026 and the ALPSP Berlin Seminar. One year ago, a few days before the inauguration of the 47th President of the United States and on the back of a period dominated by pandemic and economic instability, the scholarly publishing community gathered in Berlin for APE 2025 with a sense of trepidation about […]
Returning back home to France by train, after a truncated but thoroughly enjoyable visit to Leuven on behalf of Kriyadocs for the OASPA 2025 conference, gives me chance to reflect on the great panel discussions which characterised this year’s event. The official theme of the conference was Embracing the Complexity – how do we get […]
Before we get started, no – it’s not Always Be Closing. This isn’t Glengarry Glen Ross, and if your sales director or CEO thinks it is and seems to enjoy beating you up over last month’s figures, it’s time for you to find a new job. Or better still, them. Years ago, I once sat […]