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    Blog Category // Outcome-Centric Selling

    Why Facts Matter When Forecasting

    This article was first published in the February 2025 edition of Top Sales Magazine (link below). It’s hard to avoid the ...

    What’s more important: our Sales Process, or our Customer’s Buying Journey?

    This article was originally published in the January 2025 edition of Top Sales Magazine (link below). Traditional wisdom ...

    The Future of Sales Playbooks

    This article originally appeared in Top Sales Magazine (link below). Sales playbooks have come a long way since their early ...

    Why sales-specific assessments are critical to recruitment and development

    This article was first published in the October 2024 edition of Top Sales Magazine: Recruiting the right new salesperson - ...

    Webinar: why salespeople cannot rely on generic value propositions

    According to marketers, every company needs a clear and consistent “value proposition” for every significant offering – and ...

    If you’re not going to coach your salespeople, don’t bother training them

    This article was first published in the September 2024 issue of Top Sales Magazine ... Numerous studies have shown that ...

    B2B opportunity qualification: beyond BANT and MEDDIC to IMPACCT

    This article was first published on LinkedIn, stimulated by an article by Mark Gibson. The qualification of complex B2B ...

    Accelerating B2B Purchasing Decisions Through Outcome-Centric Selling

    As everybody involved in them knows, complex B2B buying journeys are rarely straightforward or linear. Without strong ...

    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 ...