Thanks for visiting. Have a look around and if you read something interesting, don’t hesitate to drop a comment. Would be great to hear your views on some of the content.

Or do get in touch if you want to discuss anything



It’s all about the process…

I only do one thing. Sell for technology companies. A few years ago, I thought, like many people, that Sales was just a matter of being able to get along with people and do nice presentations. I learnt, the hard way, that Sales is actually rather technical. And I do not mean that one need to be able to articulate the intricacies of a technology product. There is a need of a process to implement. Otherwise, one falls in the process of the prospect which, amongst other things, is about answering product or pricing questions. Missing a range of crucial information that are actually at the core of a prospect decision process.

Furthermore, organisations have to handle a lot of various priorities, especially young technology based companies. Test a new market. Test a new feature. A new value proposition, etc….To be efficient, a Sales organisation needs to have recurring processes that constantly generate new business and secure existing one. Without getting distracted by the other priorities conflicting for attention. So there are tools, processes and technics to do so.

So, when I write (here), I write practical posts about the two processes I see are vital for a successful Sales organisation. One company wide process that makes sure the top of the pipe is constantly filled up with new opportunities. And that all things are running smoothly: prospection, the right incentives, reporting, sales ops, etc… The second process I also write about is the one that need to exist when interacting on a 1-2-1 basis with prospect(s). This is a mix of soft skills and frameworks that, amongst other things, are used to avoid having loads of “interesting meetings” with no clear path to a yes or a no decision.

Have a poke around and if you find anything worth getting in touch about, don’t hesitate to get in touch!

The London thing…

London, sales, start-upI have been writing on and off about sales stuff for a couple of years. But turned a not very frequent blog into this more fully fledge website to cover another topic. London. Again with a certain (but not unique) focus on tech start-up.

So, on this page, I’ll publish some content about events I attend, interesting start-ups I come across and other probably not too fascinating London topics (I am, as you gather, in sales rather than marketing ;) ).

Some blog posts to get started…

Here is a handful of blog posts. I don’t publish often but your can read more posts on the blog page here.

Talk lean. Book review.
I’ve recently read Alan Palmer’s book titled Talk Lean sub-titled “Shorter meetings / Quicker results / Better relationships”. What one takes
Read more.
How to avoid the maybe: 3 reasons why one needs to find the dragon in the sales process
Photo credit: Birmingham Culture I have been busy recently and haven’t been writing much. As mentioned, this blog is more
Read more.
Three small, practical sales tips to start a conversation with a prospect
I recently had a phone conversation with Russell about sales tips. Russell and I interacted on Linkedin and decided to go
Read more.

What they say

What I most appreciate is when people I worked with share their views on the impact I have on their company. Below are a couple of exemples, more here

Read the rest