This article was first published in the latest edition of the International Journal of Sales Transformation under the title “Complexity will save … [Read more...] about What are tomorrow’s most important sales competencies?
Exploring the Art and Science of Complex Sales
I was delighted to be asked to contribute to Membrain’s “The Art & Science of Complex Sales Podcast” with Paul Fuller, and our conversation about … [Read more...] about Exploring the Art and Science of Complex Sales
B2B Sales Leadership and CRM
What role should sales leadership play in their organisation’s deployment of CRM? A CRM application lies at the centre of the technology stack of … [Read more...] about B2B Sales Leadership and CRM
Why it’s time to stop selling ‘solutions’ – and start delivering outcomes
The first wave of B2B selling was product orientated - salespeople were taught and encouraged to think in terms of their product’s features, … [Read more...] about Why it’s time to stop selling ‘solutions’ – and start delivering outcomes
The four pillars of a powerful customer value proposition
The following article was first published in the March 2023 edition of the always-excellent Top Sales Magazine - there's a subscription link at the … [Read more...] about The four pillars of a powerful customer value proposition
Why should salespeople bother preparing for their customer interactions?
There’s been a great deal of research into the dynamics of salesperson-customer interaction over the years, and the results are typically pretty … [Read more...] about Why should salespeople bother preparing for their customer interactions?