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

    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 product’s features, advantages, and benefits. This inward-focused perspective has, in most sales organisations, been overtaken by a solution-centric ...

    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. ...

    Hiring salespeople with talent

    In my last article, I shared Gartner’s findings about the current war for talent. In this article - first published in the ...

    Gartner: Building a high-performing sales team is now harder than ever!

    Gartner’s latest guidance for Chief Sales Officers [Leadership Vision 2023: 3 strategic actions for success] contains a ...

    B2B Buyers: from Fear of Missing Out to Fear of Messing Up

    As Matt Dixon (of Challenger Sale and Challenger Customer fame) points out in his latest book “The Jolt Effect”, B2B ...

    Top sellers are storytellers

    This article first appeared in the October 2022 edition of the International Journal of Sales Transformation, and is ...

    Answering every new customer's 4 key questions

    If your prospective customer is seriously evaluating a new project that involves both a significant investment and a change ...