And so, to the weekly sales meeting. This should have been an uncontroversial meeting. A weekly view on the numbers and a ring round the regions to update on deal progress. Uncontroversial, except for the final slide – ‘asks and blockers’.

Unsurprisingly, there was some dispute about what might be considered a blocker depending on who you asked. The sales team thought everyone other than themselves was a blocker.

The back office team represented by me as Head of Finance and the long-suffering Lawyer took a more nuanced view, wanting to make sure things like contracts were signed and exchange rates were agreed in advance.