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    Blog Category // International Journal of Sales Transformation

    Coaching - the critical sales management skill?

    This article was first published in the latest edition (issue 8.1 - January 2022) of the International Journal of Sales ...

    What should B2B sales leaders be prioritising in 2022?

    I was delighted to be asked to contribute the following article to the International Journal of Sales Transformation's ...

    Supercharging our sales conversations

    This article first appeared in the April 2021 "Supercharging Sales" issue of the International Journal of Sales ...

    The key issues for B2B sales leaders in 2021

    I was very pleased to be invited by the International Journal of Sales Transformation to contribute an article to their ...

    Sales enablement and the performance gap

    The primary goal of sales enablement must surely be to increase sales effectiveness by progressively reducing the ...

    Opportunity Coaching for Fun and Profit

    My latest contribution has just been published in the June 2018 edition of the always-excellent International Journal of ...

    The many dimensions of diversity in B2B sales

    If - as many scale-ups are - you are on a mission to challenge the status quo and get your prospective customers to think ...

    We need to collectively develop sales competencies!

    I’m not sure that what you might describe as the “traditional” approach to sales skills development - sending sales people ...

    Filling the Value Vacuum

    The precise proportions vary a little depending on what researcher you listen to, but the general conclusion is remarkably ...