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UK seeks business views on response to US tariffs
Government begins process seeking business views on response to US tariffs
UK/Viet Nam: Free Trade Agreement
This treaty was presented to Parliament in April 2025.
How AI Is Fueling Creative Innovation for Startups Abroad
When most people think about starting a business overseas, their minds immediately jump to logistics: registering the company, navigating local laws, and finding office space. But one of the most exciting (and often overlooked) aspects of expanding internationally is tapping into the global pool of innovation especially in the realm of artificial intelligence (AI).
Support for UK businesses helping to rebuild Ukraine
Department for Business and Trade (DBT) initiatives to support UK businesses helping to rebuild critical infrastructure in Ukraine.
Now is the time to generate growth together with India
£400m of trade and investment wins from UK-India Economic and Financial Dialogue set to boost the British economy.
Your Product Value Is More Important Than Your Relationships
I’m often asked about how strong my personal business network is in a particular industry or vertical.
My answer is always that over the years I did develop good relationships but that is not what makes your product sell on the market. Here’s my point:
Relationship Selling
Conventional sales wisdom is that selling is about relationships and in complex sales, relationships are essential for sales success. Thanks to several economy crises that is simply not the case anymore. Of course, customers still love relationship builders; they are not perceived as sellers. But here is also the issue: Relationship selling today is by far the most ineffective sales technique.
If you don’t believe it just take a look at Figure 2.3 “Core and High Performers by Profile” at bit.ly/uswwpU (Source: CEB, CEB Sales Leadership Council, 2011).
Value Added Selling
This is one of several sales techniques that relies on building on the inherent value of a product or service. Combined with the Challenger Selling Model a seller is focused to push the customer out of their comfort zone in order to teach (add value to his customer’s business), tailor the positioning (right message for the right person) and take overall control of the sale.
While Value Added Selling is focused on customer value, Relationship Selling is more concerned with customer convenience.