As everybody involved in them knows, complex B2B buying journeys are rarely straightforward or linear. Without strong internal sponsorship from … [Read more...] about Accelerating B2B Purchasing Decisions Through Outcome-Centric Selling
Is problem knowledge more important than product knowledge?
This article was first published in the May edition of Top Sales Magazine. You can subscribe by clicking the link at the bottom of this article. It’s … [Read more...] about Is problem knowledge more important than product knowledge?
Revisiting the role of trust in sales
The latest edition of the International Journal of Sales Transformation focuses on the critical role that trust plays in sales. Here's my … [Read more...] about Revisiting the role of trust in sales
Our Customer’s Buying Journeys are driven by Key Trends and Trigger Events
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