I had the chance to work with The Marketing Practice at a recent event at Worcester College Oxford and one of the by-products was the opportunity to … [Read more...] about Video: Key Challenges Facing B2B Sales People
The Foundations of Sales Effectiveness
I recently recorded a second wide-ranging podcast on the foundations of sales effectiveness with Michael Webb of Sales Performance Consultants … [Read more...] about The Foundations of Sales Effectiveness
Up-front agreements: the key to having productive customer conversations
Business executives often report that they look back on the initial conversations they have with sales people and regard them as a frustrating waste … [Read more...] about Up-front agreements: the key to having productive customer conversations
Stop striving for sales perfection!
Given the inevitable complications and unique considerations involved in any complex sales environment, it’s hard to imagine that we could ever … [Read more...] about Stop striving for sales perfection!
What is your Customer’s Minimum Viable Problem?
The concept of a Minimum Viable Product is common in the start-up community. It is normally regarded as an initial release of a product that has just … [Read more...] about What is your Customer’s Minimum Viable Problem?
The Art, Science + Engineering of Sales Management
I recently recorded a wide-ranging conversation about the art, science and engineering of sales management with Michael Webb of Sales Performance … [Read more...] about The Art, Science + Engineering of Sales Management
