Many founders leave discovery calls feeling positive. The conversation flowed. The prospect was engaged. Everyone agreed there was “potential”. Weeks […]
Discovery Without Risk Is Just a Nice Chat Read More »
You sent the proposal. £5,000 a month. The client goes quiet. A few days pass and your inbox stays empty.
The Moment You Offer a Discount, You Admit You Were Overcharging Read More »
It’s QBR season. You print a 10-page report from your PSA, drive to the client’s office, and open with, “As
Stop Boring Your Clients With Ticket Reports Read More »
You’re in a meeting with a prospect and everything feels fine… until they pull out a spreadsheet. Three MSPs side
If You Let the Customer Write the Scoreboard, You Will Lose the Game Read More »
You land a small project. A security audit. A migration. A WiFi fix. You tell yourself it’s a foot in
Is Your “Foot in the Door” Strategy Actually a Dead-End Trap? Read More »
A founder told me about an “urgent” lead from Manchester. They needed a migration from Google Workspace to Microsoft 365.
The Most Expensive Proposal He Wrote That Week Read More »
It sounds ridiculous when you say it out loud. But I hear it from technical founders every week. A founder
“I’m Too Busy to Learn How to Save Time.” Read More »
We talk a lot about resilience in business. Usually we mean losing a deal, a staff member quitting, or a
When It Rains, It Pours (Literally) Read More »
If you’re speaking for more than 40% of the time, you’re probably losing the deal. That’s a hard pill to
Who’s Doing the Talking in Your Meetings? Read More »
“Touching base” is one of the laziest phrases in sales. When a prospect reads “just checking in”, they don’t see
Please Stop “Touching Base”. Read More »