Recently I (Steve) presented a webinar for the Sales Expert Channel on Brighttalk on “How to Sell at ‘C’ Level” To my surprise I was told it was the … [Read more...] about How to Sell at “C” Level
Fifteen reasons why we should sell at “C” Level
Many people, myself included, talk a lot about how to sell at C level. But there’s another equally important question. Why should we sell … [Read more...] about Fifteen reasons why we should sell at “C” Level
The Terrifying Truth About Your Prospects
(This article originally appeared as a guest blog on Frontline Selling’s blog in March 2017 here It also appeared on LinkedIn here and has … [Read more...] about The Terrifying Truth About Your Prospects
How to write a killer Executive Summary
This article first appeared in Steve Hall’s LinkedIn blog, here Proposals are a fact of life in high value B2B sales. In an ideal world a … [Read more...] about How to write a killer Executive Summary
Lean Sales: More Revenue, More Profit, Less Resource
In this article on Strategic Selling Group I explored how the principle of Lean are applicable to sales. Lean has long been associated with … [Read more...] about Lean Sales: More Revenue, More Profit, Less Resource
Was I A Premature Challenger?
In today’s B2B sales environment, more informed, connected buyers are driving a very worthwhile change to a more professional and principled, smart … [Read more...] about Was I A Premature Challenger?
7 Deadly Sins of Sales
To be successful, salespeople need a healthy dose of both ego and empathy. Ego to pick yourself up after the inevitable falls and move onto the next … [Read more...] about 7 Deadly Sins of Sales