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    Why sales-specific assessments are critical to recruitment and development

    Why sales-specific assessments are critical to recruitment and development

    This article was first published in the October 2024 edition of Top Sales Magazine: Recruiting the right new salesperson - as any sales manager will acknowledge - is hard. Consistently getting the best sales performance out of every existing salesperson - as any sales ...

    Webinar: why salespeople cannot rely on generic value propositions

    According to marketers, every company needs a clear and consistent “value proposition” for every significant offering – and ...

    Walking the Talk with AI

    The latest edition of the International Journal of Sales Transformation focuses on a topic that is already having a profound ...

    If you’re not going to coach your salespeople, don’t bother training them

    This article was first published in the September 2024 issue of Top Sales Magazine ... Numerous studies have shown that ...

    B2B opportunity qualification: beyond BANT and MEDDIC to IMPACCT

    This article was first published on LinkedIn, stimulated by an article by Mark Gibson. The qualification of complex B2B ...

    Accelerating B2B Purchasing Decisions Through Outcome-Centric Selling

    As everybody involved in them knows, complex B2B buying journeys are rarely straightforward or linear. Without strong ...

    Is problem knowledge more important than product knowledge?

    This article was first published in the May edition of Top Sales Magazine. You can subscribe by clicking the link at the ...

    Revisiting the role of trust in sales

    The latest edition of the International Journal of Sales Transformation focuses on the critical role that trust plays in ...

    Our Customer’s Buying Journeys are driven by Key Trends and Trigger Events

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

    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 ...