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

    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 article could have been titled “what do I wish I had known or done in my first day as a salesperson?” - and maybe I might have benefited from reading it ...

    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 ...

    Your prospects really aren’t interested in your “solutions”

    “Solution” is possibly both the most over-used and the most misused word in many salespeople’s vocabulary. Hundreds of books ...

    There’s no point in teaching salespeople technique without also teaching them how to think

    An earlier version of this article was initially published on LinkedIn. Most traditional sales training primarily involves ...

    Is your sales training a "body without a soul"?

    The Roman philosopher Cicero believed that “a room without books is like a body without a soul”, and I believe the same can ...

    Which accounts have the greatest growth potential?

    This blog was originally published in the November edition of Top Sales Magazine. You can find a link to their website at ...

    Systematically addressing sales underperformance

    This article was first published (as "Addressing Underperformance" in the October 2023 edition of the always excellent ...

    Finding new business in challenging B2B markets

    This article was originally published in the October 23 edition of Top Sales Magazine ... Finding and winning new business ...

    Asking the Right Questions (and more)

    This article first appeared in the September edition of Top Sales Magazine ... The ability to ask the right questions, in ...