In the second part of my series on the role of a business case in driving a high value customer transaction, I’ve turned my attention to the process of how …

Large value customers are seen as the holy grail for many sales teams. Interesting research from McKinsey has found that many organisations aim for 40% of projected revenue to come …

(& Why Customer Acquisition Cost & Customer Lifetime Value Metrics are vital to success) In my last blog, we looked at the seven reasons why expand sales strategies fail. In …

Winning large value customers and high value transactions sounds like an obvious strategy, then why is it so difficult to put into practice? In my 30 years in sales, I’ve …