Regular readers will know that I have been evangelising the critical importance of customer-specific value stories for a long time. I’d like to take … [Read more...] about Refining our customer’s value story
Profit derives from usage – not initial purchase
Business customers have become increasingly used to as-a-service models, rather than outright purchase - and many of them have come to prefer it. … [Read more...] about Profit derives from usage – not initial purchase
The Secrets of Sales Innovators
I recently had the pleasure of speaking at length with Jan Ropponen, author of “Secrets of Sales Innovators - how World-Class sellers win … [Read more...] about The Secrets of Sales Innovators
Contrast is critical to B2B sales success
I was pleased to be asked to contribute an article to the latest edition of Top Sales Magazine - a regular source of insight for sales professionals - … [Read more...] about Contrast is critical to B2B sales success
The key issues for B2B sales leaders in 2021
I was very pleased to be invited by the International Journal of Sales Transformation to contribute an article to their latest edition. The … [Read more...] about The key issues for B2B sales leaders in 2021
“Why are you still working that deal?”
In a recent article (Advance or disqualify!), I proposed that salespeople - rather than clinging on to lifeless sales opportunities in the hope of a … [Read more...] about “Why are you still working that deal?”