Confidence. It's a quality most of us associate with successful salespeople. A confident presence, a persuasive tone, a strong grasp of the product - these traits are traditionally seen as essential to winning complex B2B deals. But there’s a fundamental misconception here: ...
You might hope that your prospects need to buy your so-called “solutions”. But what they really want to do is to fix an ...
It’s falsely comforting to think of selling as a process in which one step follows logically after another - but this ...
This article was first published in the February 2025 edition of Top Sales Magazine (link below). It’s hard to avoid the ...
This article was originally published in the January 2025 edition of Top Sales Magazine (link below). Traditional wisdom ...
This article originally appeared in Top Sales Magazine (link below). Sales playbooks have come a long way since their early ...
Finding and recruiting good people into any position is hard. Hiring consistently great salespeople is particularly ...
This article was first published in the October 2024 edition of Top Sales Magazine: Recruiting the right new salesperson - ...
According to marketers, every company needs a clear and consistent “value proposition” for every significant offering – and ...
The latest edition of the International Journal of Sales Transformation focuses on a topic that is already having a profound ...
