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
Sales Forecasting Essentials – get your definitions right
There’s nothing more frustrating for a sales leader, a CEO or a Board of Directors than a continued inability to come up with a revenue forecast that … [Read more...] about Sales Forecasting Essentials – get your definitions right
Yes, confidence matters when selling – but not where you might think
Confidence. It's a quality most of us associate with successful salespeople. A confident presence, a persuasive tone, a strong grasp of the product - … [Read more...] about Yes, confidence matters when selling – but not where you might think
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?
