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    Blog Category // Outcome-Centric Selling

    Is problem knowledge more important than product knowledge?

    This article was first published in the May edition of Top Sales Magazine. You can subscribe by clicking the link at the ...

    Revisiting the role of trust in sales

    The latest edition of the International Journal of Sales Transformation focuses on the critical role that trust plays in ...

    Our Customer’s Buying Journeys are driven by Key Trends and Trigger Events

    In the previous article in this series on Outcome-Centric Selling® I addressed the importance of researching, targeting, and ...

    Why did I become interested in selling? (aka The Joy of Sales)

    I have known Dave Brock for ages, and have always enjoyed both his insights and his company. He’s one of the most thoughtful ...

    Profiling the Key Roles in your Ideal Customers

    In the previous article in this series on Outcome-Centric Selling® I addressed the importance of identifying and targeting ...

    A Question of Balance

    This article was first published in the March 2024 edition of Top Sales World Magazine There’s a clear correlation: great ...

    Profiling Your Ideal Customers

    In the previous article in this series on Outcome-Centric Selling® we addressed the importance of identifying and targeting ...

    What should a salesperson expect from their first few days in a new sales role?

    This article was initially published in issue 10.1 of the International Journal of Sales Transformation. I suppose this ...

    Outcome-Centric Selling: it starts with the issues

    This is the first in a series of articles that explores each key building block of Outcome-Centric Selling® - and provides ...

    Why should salespeople focus on their customer's business outcomes?

    In my last article, I suggested that our prospects aren’t really interested in our so-called “solutions” - what they really ...