Every competent salesperson recognizes the importance of accurately qualifying every sales opportunity. But I want to suggest two other things that we also always need to know about every sales opportunity - and they relate to the nature of our prospective customer’s buying ...
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 ...
This article was first published in the latest edition (issue 8.1 - January 2022) of the International Journal of Sales ...
