…I have been one of those people for many years, including at RBS

After many years as a buyer watching good software companies lose bids to banks and large enterprises through uninformed communication, I decided to do something about it by setting up sellITbetter, a sales advisory business.

It is still active but largely I now work with a small number of companies that have an important bid on the table and value the insights of someone who has sat on the other side. 

How  Sales Advisory Works 

I work with a small number of software and services companies on their commercial architecture:

• Positioning & Narrative
  Tell your story in language buyers understand and trust, not the language you use internally
• Enterprise Sales Motion 
  Evolve how you sell around how complex buying actually works
• Commercial Structure 
  Scope, price and expand engagements the way the companies above you already do 
• Relationship Architecture
  Operate at the right levels of a client organisation, not just the project team
• Credibility & Trust
  Build the buyer-side confidence that opens enterprise doors and keeps them open

Who this is for

Software and Services companies that: 

• May already be working with enterprise clients in a small way but can’t yet make that growth consistent
• Can see how the companies above them operate but can’t yet get inside the playbook 
• Have strong delivery but feel growth has hit a ceiling
• Know that something needs to change commercially but haven’t yet identified exactly what