Every competent salesperson recognizes the importance of accurately qualifying every sales opportunity. But I want to suggest two other things that … [Read more...] about 2 things we always need to know about every sales opportunity
Developing the potential of talented salespeople
In my previous article - “hiring salespeople with talent” - I explored the challenges involved in making good sales hires. In this article - first … [Read more...] about Developing the potential of talented salespeople
Hiring salespeople with talent
In my last article, I shared Gartner’s findings about the current war for talent. In this article - first published in the International Journal of … [Read more...] about Hiring salespeople with talent
Gartner: Building a high-performing sales team is now harder than ever!
Gartner’s latest guidance for Chief Sales Officers [Leadership Vision 2023: 3 strategic actions for success] contains a conclusion that I believe … [Read more...] about Gartner: Building a high-performing sales team is now harder than ever!
B2B Buyers: from Fear of Missing Out to Fear of Messing Up
As Matt Dixon (of Challenger Sale and Challenger Customer fame) points out in his latest book “The Jolt Effect”, B2B salespeople have been … [Read more...] about B2B Buyers: from Fear of Missing Out to Fear of Messing Up
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?