I was delighted to be asked to contribute to Membrain’s “The Art & Science of Complex Sales Podcast” with Paul Fuller, and our conversation about taking a Customer-Outcome-Centric approach to B2B sales has just been released. I think you’ll enjoy the conversation, and ...
What role should sales leadership play in their organisation’s deployment of CRM? A CRM application lies at the centre of ...
The first wave of B2B selling was product orientated - salespeople were taught and encouraged to think in terms of their ...
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 ...
