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    Why did I become interested in selling? (aka The Joy of Sales)

    Why did I become interested in selling? (aka The Joy of Sales)

    I have known Dave Brock for ages, and have always enjoyed both his insights and his company. He’s one of the most thoughtful and inspirational people in B2B sales. He recently had the brilliant idea of asking his many contacts to explain why they are so interested in in ...

    Profiling the Key Roles in your Ideal Customers

    In the previous article in this series on Outcome-Centric Selling® I addressed the importance of identifying and targeting ...

    A Question of Balance

    This article was first published in the March 2024 edition of Top Sales World Magazine There’s a clear correlation: great ...

    Profiling Your Ideal Customers

    In the previous article in this series on Outcome-Centric Selling® we addressed the importance of identifying and targeting ...

    What should a salesperson expect from their first few days in a new sales role?

    This article was initially published in issue 10.1 of the International Journal of Sales Transformation. I suppose this ...

    Outcome-Centric Selling: it starts with the issues

    This is the first in a series of articles that explores each key building block of Outcome-Centric Selling® - and provides ...

    Why should salespeople focus on their customer's business outcomes?

    In my last article, I suggested that our prospects aren’t really interested in our so-called “solutions” - what they really ...

    Your prospects really aren’t interested in your “solutions”

    “Solution” is possibly both the most over-used and the most misused word in many salespeople’s vocabulary. Hundreds of books ...

    There’s no point in teaching salespeople technique without also teaching them how to think

    An earlier version of this article was initially published on LinkedIn. Most traditional sales training primarily involves ...

    Is your sales training a "body without a soul"?

    The Roman philosopher Cicero believed that “a room without books is like a body without a soul”, and I believe the same can ...