I believe that it would be hard to argue that B2B selling hasn't changed significantly in recent times - and equally hard to deny that it will inevitably continue to evolve. The reason, of course, is that B2B buying behaviour - particularly when it comes to significant, ...
I was delighted to be asked to contribute the following article to the International Journal of Sales Transformation's ...
Marketers are keen to create what they refer to as “unique selling propositions”. According to Wikipedia, a unique selling ...
This article was first published in the October Edition of Top Sales Magazine. Many of you will be familiar with the idea of ...
At a time when the level of public trust in the UK's elected politicians has never been lower, it's an opportunity to ...
How many stakeholders are involved in the typical complex high-value B2B buying journey? It’s fair to say that the number is ...
I recently recorded a webinar with LeveragePoint (link below) about “making a compelling case for change”. Those of you who ...
This article was first published in issue 7.3 of the International Journal of Sales Transformation, and I'm very pleased to ...
One of the most illuminating elements of Objective Management Group’s sales evaluation methodology is the way in which it ...
For my latest article for Top Sales Magazine, I’ve decided to explore the power of three whys and a who... When it comes to ...
