Five top gripes about vendors from IT buyers

Never underestimate the desire of IT buyers to vent about how tech vendors sell to them. Having just organized three focus groups on the challenges of buying healthcare technology products, I came to learn what a cathartic experience it was for buyers to gather and share their experiences, both good and bad, with each other. […]

The importance of intent on leadership and sales strategy

One of the fundamental tenets of leadership is authenticity. If there is a fundamental mismatch between your belief system and that of the wider organisation, eventually others will see. If you only care about yourself — your remuneration, your next promotion, or getting the credit for all the work — that will burn through and […]