Note: This article has been adapted from the latest fully revised and updated version of my “Introduction to Outcome Centric Selling” - … [Read more...] about Why it’s time to focus on outcomes
Today’s 3 Frontline Sales Management Priorities
Frontline sales managers - the people from whom individual members of the sales organisation take their day-to-day direction - have always played an … [Read more...] about Today’s 3 Frontline Sales Management Priorities
Mutual Success Plans: A Collaborative Approach
I’ve written before about the persuasive power of a Mutual Success Plan in technology-based B2B sales, and I believe the concept is so important … [Read more...] about Mutual Success Plans: A Collaborative Approach
The status quo isn’t what it used to be…
Whenever a purchase is inevitable (the customer must act) your competition tends to be predictable - and it will often be another vendor like you. But … [Read more...] about The status quo isn’t what it used to be…
Never let a good crisis go to waste
As Winston Churchill was working to establish the United Nations after World War Two, he observed that leaders should “never let a good crisis … [Read more...] about Never let a good crisis go to waste
The importance of speed-to-outcome
I recently recorded another conversation with Andy Paul, award winning author, speaker and the host of the Sales Enablement podcast. Inevitably, our … [Read more...] about The importance of speed-to-outcome