“Mostly for credibility”... That's the answer I got from a prospect recently when I asked them how they were using their website. They sold content management software into mid-market manufacturing businesses and, with an average deal size …
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When a deal goes cold for reasons no one can explain A CRO I worked with last year showed me a deal that had been “80% likely” for six weeks. The product was a good fit, the pricing was agreed and the champion was onside. Then it stalled. …
When “this looks great” quietly means “this still isn’t working” I was in a scruffy café near King’s Cross, balancing a flat white and a laptop that clearly wanted to die, watching a founder show me their new website on their phone. They …
A few years ago, I watched a perfectly good deal die in the most boring way imaginable. The buyer liked us. Asked sensible questions. Took notes. Nodded at the right moments. You could feel that little shift in the conversation where …
I spent yesterday afternoon watching recordings of a client's demos. It was clear that they knew their stuff, the demo's were well presented and very polished. But for some reason they were falling flat - prospects didn't see the value and …
A few months ago I sat in on a first call with a buyer and a very capable engineering-led team. The buyer was a COO at a 70-person services business, and she’d come in warm. She’d read the site, she’d watched a webinar, she’d even …