This article was first published in the October Edition of Top Sales Magazine. Many of you will be familiar with the idea of having an Ideal Customer … [Read more...] about What are Priority Issue Profiles – and why do you need them?
The critical role of trust in sales
At a time when the level of public trust in the UK's elected politicians has never been lower, it's an opportunity to reflect on the critical … [Read more...] about The critical role of trust in sales
Identifying, engaging, and assessing our stakeholders
How many stakeholders are involved in the typical complex high-value B2B buying journey? It’s fair to say that the number is often larger than the … [Read more...] about Identifying, engaging, and assessing our stakeholders
Webinar: Three Gaps and a Bridge
I recently recorded a webinar with LeveragePoint (link below) about “making a compelling case for change”. Those of you who have followed me over the … [Read more...] about Webinar: Three Gaps and a Bridge
Establishing the foundations of a coaching culture
This article was first published in issue 7.3 of the International Journal of Sales Transformation, and I'm very pleased to be able to share it … [Read more...] about Establishing the foundations of a coaching culture
Is it time to stop allowing the Covid excuse?
One of the most illuminating elements of Objective Management Group’s sales evaluation methodology is the way in which it explores and exposes each … [Read more...] about Is it time to stop allowing the Covid excuse?
