Beneath the value map is our value chain. A value chain represents a set of activities organisations engage in to serve their customers. In the context of ANZ, we’re already aware of the customer s...

This is my approach to account planning. A Value Map documents my understanding of a prospect so every capability conversation is anchored to something the buyer is already funded and measured on. ...

Flying when you have status is dope. 30 flights that first year. I knew all the tricks to get round the airport quick. I knew when the lounge changed its meals. I could tell the seasons by the men...

One job I know every seller tries to avoid. Cold Calling. It’s always easy to find other work to keep you busy. You spend half a day preparing a list of prospects, finding the right contact detai...

I was moving up the ladder. My career in enterprise tech was turning into something real. I’d been promoted to senior sales development rep, I was flown to Toronto and New York to learn consultati...

The promise was made at the top. Boards and execs have been sold on AI because the promise is productivity. Leverage, output, doing more with less. They approved the budget and shipped the mandate...

In 1962, Samoa became the first Pacific nation to win its independence. The Mau movement was a civil disobedience movement guided by a defining motto: Sāmoa mō Sāmoa. Samoa for Samoans. They insis...

The next time this blue moon appears is 2053. I’m watching Kung Fu Panda 2, glancing up into the night sky, and I keep drifting back to the number. 2053. I’ll be in my sixties the next time I see ...

In 1988, Saturday Night Live ran a skit answering a theoretical question that often echoes from office corridors to late-night kick-ons: How far could we push the human body if we removed all the r...

I’ve recently answered the call and taken up coaching. Given I’ve recently wrapped up playing - my view is to give the team more options. So I’m trying to extend on the attacking shape and defensi...