Bonjour, and welcome! Writing this one from Paris. I'm here for a mix of work and holiday. It's still summer here, and it struck me: sales methodologies love to normalise the process, but in reality, so much of what we treat as our "normal" way of doing business is really just culturally normal. What lands in Melbourne doesn't automatically land in Paris. And that is good news! Welcome to this month's edition of The Growth Brief, a read on how the way we sell is shaped by whe

It was great connecting with so many people at BNI meetings, various workshops and FACCI events recently. Something kept coming up in those conversations: a challenge that I see in almost every small business I work with, regardless of industry. Welcome to The Growth Brief. I'll be dropping into your inbox every month with one practical idea to help your business have better client conversations and win more of the right work. Why good conversations don’t always turn into n

Over the past few weeks, across meetings, workshops or training sessions one thing kept coming up. When I asked people how their client conversations were going, many said the same thing: "They go really well." And then nothing happens... The follow-ups get ignored. You're left wondering what went wrong, because the meeting felt great. Sounds like familiar? Here's what I see in almost every business I work with: the conversation moved too fast. The solution came before the pr

Across Australia, I’ve seen small and mid-sized businesses thriving in B2B sales, even when the competition is tough. The ones that stand...

The way we sell has changed and it’s not slowing down. Buyers are more informed, sales cycles are longer, and technology (especially AI)...