About

I am a senior sales executive and commercial strategist with twelve years of experience in complex B2B industrial markets. I have spent most of that time in process automation and bulk liquid storage, where I have learnt that the difference between good commercial results and exceptional ones rarely comes down solely to sales technique - It comes down to understanding what is actually happening in the market before deciding how to act.

That conviction has shaped everything I do professionally.

This blog is where I think out loud about commercial strategy, market dynamics and the systems that organisations use — consciously or not — to navigate their environment. The posts draw on real experience in real markets and concepts from mathematics and engineering.

If anything here is useful to you, or if you want to discuss the ideas further, the contact form is below .

Ian Nicolson

Nottingham, UK

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