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    Navigating the transition from salesperson to sales manager

    Navigating the transition from salesperson to sales manager

    A version of article was first published in the September 2023 edition of the International Journal of Sales Transformation ... For many successful and ambitious salespeople, their first move into sales management is perhaps the defining moment in their career. Some will ...

    Selling to today’s real decision-makers

    This article was first published in the July 2023 edition of Top Sales Magazine (link below). Salespeople have traditionally ...

    What are tomorrow’s most important sales competencies?

    This article was first published in the latest edition of the International Journal of Sales Transformation under the title ...

    Exploring the Art and Science of Complex Sales

    I was delighted to be asked to contribute to Membrain’s “The Art & Science of Complex Sales Podcast” with Paul Fuller, ...

    B2B Sales Leadership and CRM

    What role should sales leadership play in their organisation’s deployment of CRM? A CRM application lies at the centre of ...

    Why it’s time to stop selling 'solutions' - and start delivering outcomes

    The first wave of B2B selling was product orientated - salespeople were taught and encouraged to think in terms of their ...

    The four pillars of a powerful customer value proposition

    The following article was first published in the March 2023 edition of the always-excellent Top Sales Magazine - there's a ...

    Why should salespeople bother preparing for their customer interactions?

    There’s been a great deal of research into the dynamics of salesperson-customer interaction over the years, and the results ...

    2 things we always need to know about every sales opportunity

    Every competent salesperson recognizes the importance of accurately qualifying every sales opportunity. But I want to ...

    Developing the potential of talented salespeople

    In my previous article - “hiring salespeople with talent” - I explored the challenges involved in making good sales hires. ...