“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 …