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
Answering your customer’s three critical questions
In today's challenging and uncertain business climate, your customers have good reason to be cautious. They are unlikely to initiate new projects … [Read more...] about Answering your customer’s three critical questions
A New Normal – or a Better Normal?
It’s become common for commentators to refer to the fast-evolving reality of B2B selling as the “new normal”, and I’ve often … [Read more...] about A New Normal – or a Better Normal?
What's Your Customer-Specific Differentiating Value?
I thoroughly enjoyed talking with Tom Pisello of the Evolved Selling Institute as his guest on the EVOLVERS Podcast on the subject of "Articulating … [Read more...] about What's Your Customer-Specific Differentiating Value?
Is your 'coach' a mobiliser or an immobiliser?
Most conventional sales methodologies encourage salespeople to find at least one coach inside the potential customer’s organisation who is … [Read more...] about Is your 'coach' a mobiliser or an immobiliser?
Should we be selling 'solutions' or outcomes?
Many sales methodologies - in the interest, no doubt, of selling more books and training courses - claim to have a uniquely effective approach. Yet, … [Read more...] about Should we be selling 'solutions' or outcomes?
