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Founder, CXO of Agile Elephant, a digitial transformation consultancy and solutions provider. Head of D2C, a consulting firm which provides business and social media consulting and Cloud based solutions for content, collaboration, web publishing, online accounting and ERP. Director, EuroCloud UK, Board roles in Cloud Industry Forum, techUK's Software as a Service Group.

One response to “My head’s SPINning with storytelling acronyms”

  1. Neil Rackham

    What a delight to see the old SPIN card again. I remember the program well. It was the first time we had taught the SPIN model in IBM to a group of engineers. Everyone — especially in IBM management — was nervous, as previous attempts to introduce selling techniques had fallen flat.
    My prediction was that engineers would react very well to a sales approach based on research and numbers. As you know, the reception was fantastic. Alan “50” Jones was on that first program too and he persuaded management to recommend the program to IBM USA.