In the previous article in this series on Outcome-Centric Selling® I addressed the importance of researching, targeting, and engaging the key roles in … [Read more...] about Our Customer’s Buying Journeys are driven by Key Trends and Trigger Events
Why did I become interested in selling? (aka The Joy of Sales)
I have known Dave Brock for ages, and have always enjoyed both his insights and his company. He’s one of the most thoughtful and inspirational people … [Read more...] about Why did I become interested in selling? (aka The Joy of Sales)
Profiling the Key Roles in your Ideal Customers
In the previous article in this series on Outcome-Centric Selling® I addressed the importance of identifying and targeting the common characteristics … [Read more...] about Profiling the Key Roles in your Ideal Customers
A Question of Balance
This article was first published in the March 2024 edition of Top Sales World Magazine There’s a clear correlation: great salespeople ask great … [Read more...] about A Question of Balance
Profiling Your Ideal Customers
In the previous article in this series on Outcome-Centric Selling® we addressed the importance of identifying and targeting our customer’s most … [Read more...] about Profiling Your Ideal Customers
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 … [Read more...] about What should a salesperson expect from their first few days in a new sales role?