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
How can anyone sell value without values?
I recently participated in a webinar with LeveragePoint on the subject of “establishing a value-centric culture in your B2B sales organisation”. It’s … [Read more...] about How can anyone sell value without values?
The changing face of value in B2B sales
It's been a while since my last blog, but I'm pleased to be returning to the action with an article that I wrote for the current issue of the … [Read more...] about The changing face of value in B2B sales
Coaching – the critical sales management skill?
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?
