B2B Sales
Sales Training’ is a waste of money and time (Part 2)
We must stop teaching sales people how to ‘push’ buyers, and instead start training and coaching them on how to become highly specialised teachers.
Digital Sales Transformation
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The challenges facing sales people
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Understand the challenges now facing sales people.
Challenge 1
B2B sales is getting harder.....
63% of sales people are now failing to meet or exceed quota. Are you performing?
Challenge 2
I need to become a specialist....
You can no longer add value to the buying process if you have 'general' knowledge.
Challenge 3
I need to build my personal brand......
Your personal brand is what people say about you when you are not in the room.
Challenge 4
I want to make a career change....
Your career now depends on how well you understand the new realities of sales, and how well you leverage them to shape your future.
Knowledge centre
B2B Sales
‘Sales Training’ is a waste of time and money (Part 1)
When you teach sales people how to ‘push’ buyers through a sales playbook you are teaching them how to destroy your business reputation.
Sales careers
From extrovert to introvert: Rethinking sales priorities
What is the profile of a modern sales person? This article was written by Graham Hawkins and it first appeared on the Salesforce Blog in July 2018: