Reading Time: 4 minutes B2B sales is about asking the right questions, and listening to their answers. You should ask these questions of your customers at some point in the sales cycle.
Reading Time: 3 minutes I work with business owners who are very comfortable with the concept of hiring a sales consultant. They have made an investment which needs to… Read More »5 Reasons You Need B2B Sales Consulting
Reading Time: 4 minutes What is the difference between Sales Management and Sales Leadership? The topic of ‘manager vs leader’ is frequently discussed in business; how is the distinction… Read More »Sales Management vs Sales Leadership – a question of focus
Reading Time: 5 minutes Why should you increase your average deal size? Increasing the number of transactions you close can be an inefficient way to achieve your B2B sales goal.
Reading Time: 4 minutes Top sales performers leverage outcome-based selling, a consultative approach that is about understanding customer pain points and priorities.
Reading Time: 4 minutes If you want to be a great salesperson, these five traits should be high up on your list of qualities to develop.
Reading Time: 4 minutes Salespeople often make the mistake of thinking about all the reasons a deal will close. They convince themselves that the opportunity is solid, so they can justify …
Reading Time: < 1 minute Salespeople – How well prepared are you for the long game of sales? The long game is diametrically opposed to the thrill of the chase of big deals closing fast …
Reading Time: 3 minutes If you are an outbound, B2B sales salesperson, nothing should replace your digital selling efforts. Here are seven reasons why.
Reading Time: 7 minutes Successful business leaders with direct salesforces all excel in one key area: effectively managing their sales function.
Reading Time: < 1 minute I am specifically referring to reduced sales activity in times of lockdown. Few salespeople are achieving (or over-achieving) …