15 Apr 2019

The fight over the customer

Historically there was a battle between Sales and Product Management. Sales, having more contact with customers, felt they had a better understanding of customer needs than product managers (and sometimes…

1 Sep 2018

Taming the RHiNO

A RHINO is a Really High value New Opportunity. It’s when a sales person in your B2B business comes along with a new customer deal for something that you don’t…

9 Mar 2018

In defence of the HiPPO

We talk about dealing with Hi.P.P.O.s (Highest Paid Person’s Opinion) on our training course but this blog introduces a new animal to be feared – the Z.E.B.R.A. Here are 3 reasons why we might…