This article first appeared in the April 2021 "Supercharging Sales" issue of the International Journal of Sales Transformation. Given the overall theme of the magazine, I thought it might be appropriate to focus on a topic that has long been a focus of mine - how can ...
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 ...
In a recent article (Advance or disqualify!), I proposed that salespeople - rather than clinging on to lifeless sales ...
In his best-selling sales guidebook “SPIN® Selling”, Neil Rackham identified four potential outcomes from every significant ...
