Lisa Ojomoh

The best value proposition isn't simply the one you can articulate beautifully, It's the one your customer can articulate without you in the room.

If I listened to ten of your sales conversations this week, would I hear people genuinely trying to understand the customer, or people trying to find their opportunity to sell?

I've spent a large part of my career in and around sales, selling, leading sales teams, coaching sales people, working with sales leaders and building commercial capability. One thing I've learnt is that when the number isn't where we want it to be, we have a tendency to look for the answer: We need more pipeline. We need more activity. We need better conversion. We need sales training. We need a new methodology. We need better account plans. We need people to prospect more. We need to...