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 following article was first published in the March 2023 edition of the always-excellent Top Sales Magazine - there's a ...
There’s been a great deal of research into the dynamics of salesperson-customer interaction over the years, and the results ...
Every competent salesperson recognizes the importance of accurately qualifying every sales opportunity. But I want to ...
In my previous article - “hiring salespeople with talent” - I explored the challenges involved in making good sales hires. ...
In my last article, I shared Gartner’s findings about the current war for talent. In this article - first published in the ...
Gartner’s latest guidance for Chief Sales Officers [Leadership Vision 2023: 3 strategic actions for success] contains a ...
As Matt Dixon (of Challenger Sale and Challenger Customer fame) points out in his latest book “The Jolt Effect”, B2B ...
This article first appeared in the October 2022 edition of the International Journal of Sales Transformation, and is ...
If your prospective customer is seriously evaluating a new project that involves both a significant investment and a change ...
