In the high-pressure world of complex B2B sales, frontline sales managers often find themselves pulled in multiple directions - hitting targets, … [Read more...] about The Sales Manager’s Competitive Edge – Why Coaching Matters in Complex B2B Sales
4 key B2B sales questions: Why Change, Why Now, Why You, Why Trust?
Your company is facing an increasingly strong competitor - yet you won’t find them listed in any Google search of the key players in your marketplace. … [Read more...] about 4 key B2B sales questions: Why Change, Why Now, Why You, Why Trust?
Making a Career of Sales
As many readers of this blog will surely agree, there is no doubt that sales can be an excellent and satisfying career, and I thought you might … [Read more...] about Making a Career of Sales
Has role specialisation in B2B selling gone too far?
Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of … [Read more...] about Has role specialisation in B2B selling gone too far?
A New Year Resolution: eliminating wasteful sales behaviours
This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how we intend to apply … [Read more...] about A New Year Resolution: eliminating wasteful sales behaviours
Creating collective value through customised value
I recently made what I hope was a compelling case for creating a customer-specific unique value story for every significant customer opportunity. I … [Read more...] about Creating collective value through customised value
