In my previous article - “hiring salespeople with talent” - I explored the challenges involved in making good sales hires. In this article - first … [Read more...] about Developing the potential of talented salespeople
Hiring salespeople with talent
In my last article, I shared Gartner’s findings about the current war for talent. In this article - first published in the International Journal of … [Read more...] about Hiring salespeople with talent
Gartner: Building a high-performing sales team is now harder than ever!
Gartner’s latest guidance for Chief Sales Officers [Leadership Vision 2023: 3 strategic actions for success] contains a conclusion that I believe … [Read more...] about Gartner: Building a high-performing sales team is now harder than ever!
B2B Buyers: from Fear of Missing Out to Fear of Messing Up
As Matt Dixon (of Challenger Sale and Challenger Customer fame) points out in his latest book “The Jolt Effect”, B2B salespeople have been … [Read more...] about B2B Buyers: from Fear of Missing Out to Fear of Messing Up
Top sellers are storytellers
This article first appeared in the October 2022 edition of the International Journal of Sales Transformation, and is reproduced with their permission. … [Read more...] about Top sellers are storytellers
Answering every new customer's 4 key questions
If your prospective customer is seriously evaluating a new project that involves both a significant investment and a change to their existing approach … [Read more...] about Answering every new customer's 4 key questions
