I recently participated in a fascinating panel discussion facilitated by Jonathan Farrington of Top Sales World on “Identifying the New Post-Covid Frontline Sales Professional” with Dave Mattson of Sandler Training and Lisa Leitch of Teneo Results. I’ve included a link to ...
Soon after “The Challenger Sale” was published, you could see a stream of lazy commentators homing in on one percentage ...
This article first appeared in the April 2021 "Supercharging Sales" issue of the International Journal of Sales ...
One of the most unhelpful “rules of thumb” in B2B selling is the long standing and widely quoted myth that the benchmark ...
Whether proactively reaching out to potential future customers or responding to inbound enquiries, salespeople and business ...
Regular readers will know that I have been evangelising the critical importance of customer-specific value stories for a ...
Business customers have become increasingly used to as-a-service models, rather than outright purchase - and many of them ...
I recently had the pleasure of speaking at length with Jan Ropponen, author of “Secrets of Sales Innovators - how ...
I was pleased to be asked to contribute an article to the latest edition of Top Sales Magazine - a regular source of insight ...
I was very pleased to be invited by the International Journal of Sales Transformation to contribute an article to their ...
