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    Systematically addressing sales underperformance

    Systematically addressing sales underperformance

    This article was first published (as "Addressing Underperformance" in the October 2023 edition of the always excellent International Journal of Sales Transformation (link below). It would be an exceptionally lucky or gifted sales manager who has never had to address the ...

    Finding new business in challenging B2B markets

    This article was originally published in the October 23 edition of Top Sales Magazine ... Finding and winning new business ...

    Asking the Right Questions (and more)

    This article first appeared in the September edition of Top Sales Magazine ... The ability to ask the right questions, in ...

    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 ...

    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 ...