Insight

A British multinational private company and world leader in security solutions, serving governments, businesses, and individuals in over 90 countries that rely upon securing high-value long-term contracts. This means the procurement process is tough, complicated and...

Facing a major shift from reselling software to digital business transformation consultancy, this leading player in the Manufacturing, Architecture, Design, and Build sectors recognised serious challenges in aligning their sales operations for an evolving go-to-market...

Rapid expansion through acquisitions left this global software reseller and technology consultancy with disengaged, siloed sales teams across multiple geographies. Misaligned processes, diverse cultures, and an unclear value proposition made collaboration and...

We recently took part in a webinar discussion with one of our partners, Mediafly. This featured two Steve's - Steve Robinson, our CEO, and Steve Richard, their SVP, Revenue Enablement, having a good chat about value-led selling. For clarity, while there are varying...

I’m old enough to remember when data and analytics on the sales floor consisted of a Monday morning forecast of what would close that week and a Friday check in, where you reported the number of meetings you’d had and everyone shared closed deals against quota. All...

For those of us of a certain vintage, the technology, data, insight and tools that somebody embarking on a sales career today has at their fingertips, can seem staggering.  A modern seller will often have access to a variety of tools at every stage of a sales...

I’ve been working with four companies from entirely different sectors this month. SaaS software, biotech, manufacturing and renewable energy. The discussion with each is about how we understand the value of their technology to their customers. Each has been selling...

This forecast from Gartner first caught our eye when first released back in February 2023.  Rather than leap on it right away, we wanted to see how this prediction would play out in relation to our own experiences with customers working to increase their sales...

In today's fast-evolving business landscape, B2B sales processes are becoming increasingly complex. Sales cycles are extending, buyers are conducting thorough research before engaging with salespeople, and decision-making involves more stakeholders than ever before....

Ian Elam - Senior Consultant I was first introduced to the team at Sales Engine in 2022, when I was working as CRO for a Learning and Development consultancy.  Steve Robinson (Founder & CEO of Sales Engine)  provided invaluable insight, helping the...