There’s been a great deal of research into the dynamics of salesperson-customer interaction over the years, and the results are typically pretty depressing. Studies regularly show that prospective customers regard only a small minority of the conversations they have with ...
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 ...
I recently participated in a webinar with LeveragePoint on the subject of “establishing a value-centric culture in your B2B ...
It's been a while since my last blog, but I'm pleased to be returning to the action with an article that I wrote for the ...
