This article was first published in the latest edition (issue 8.1 - January 2022) of the International Journal of Sales Transformation. To learn … [Read more...] about Coaching – the critical sales management skill?
The What, Why and How of Outcome-Centric Selling®
I believe that it would be hard to argue that B2B selling hasn't changed significantly in recent times - and equally hard to deny that it will … [Read more...] about The What, Why and How of Outcome-Centric Selling®
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 special report on "Emerging … [Read more...] about What should B2B sales leaders be prioritising in 2022?
Why a generic “unique selling proposition” isn’t enough…
Marketers are keen to create what they refer to as “unique selling propositions”. According to Wikipedia, a unique selling proposition (USP) - also … [Read more...] about Why a generic “unique selling proposition” isn’t enough…
What are Priority Issue Profiles – and why do you need them?
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
