Delaware: sales is no longer an individual sport
An enterprise consultancy stopped selling implementations. What its customers now buy is orchestration — and no single salesperson can deliver that alone.
Category Cases
One organisation, one interview, one lesson. Short cases showing the Systemic Value framework alive in one company’s practice.
CGI: the business case you can buy
Business cases are everywhere in B2B sales — and almost none of them are real. CGI named, scoped and priced the work of proving value, and turned the business case from a sales document into a service.
Accent: stop selling the vacancy, sell the system
A recruitment supplier re-anchored its proposition from filling vacancies to improving the customer’s whole recruitment system — and found the senior conversation it could never get before.
Kaneka: the better product cannot win
A technically dominant product, a deal that collapses to price — and what that says about every value proposition built on being better.