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)...