"An unapproachable customer"
CASE STUDY When we started off the pursuit of this customer, we had one thing very much in our favour and one very much against. The...
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Aligning the Players with the Playbook
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- 2 min
"Getting everyone onside"
CASE STUDY A customer of mine had previously purchased our solution and delivered across the UK. Though successful it was at odds with...
- 2 min
"Expanding the portfolio - reaching new customers"
CASE STUDY When a company operates in a niche market with a small product offering it has as many advantages as it does challenges....
- 2 min
"Change is needed"
CASE STUDY I had worked with this particular hardware and technology partner for two years and in that time we had combined well to be...
- 2 min
"Account Planning matters"
CASE STUDY Working for a large software company there were several template Account Development Plans (ADPs) open for our department to...
- 2 min
The Importance of Storytelling
In business, as in life, telling stories is a great way to engage people. Story telling is a great way to promote a product or service,...
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