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?
This is why (some) B2B customers are still buying in the current climate…
There’s no doubt that the vast majority - if not all - of discretionary, could-put-it off until later B2B purchases are being deferred in the … [Read more...] about This is why (some) B2B customers are still buying in the current climate…
Sales Enablement – a case of promise unfulfilled?
As far as the state of sales enablement is concerned, I think it's fair to say (and I hope that sales enablement professionals won't mind me saying … [Read more...] about Sales Enablement – a case of promise unfulfilled?
