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B2B Sales

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A brief chat with HubSpot

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  • by Graham Hawkins
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Vendors are now being forced to give the buyer the buying experience that they now demand, and that means ceasing & desisting with the outdated vendor-PUSH sales tactics.

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This brief conversation with Mr David Sheppard (Director of Sales HubSpot - ANZ) covers 'information parity' and the fact that the pendulum has swung from vendors to buyers and it’s never coming back. Vendors whom are still ‘pushing’ buyers through a sales cycle are now being compared unfavourably against the savvy vendors whom have now awoken to the new dynamics of the ‘customer pull’ models.


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\r\n \"article-connect-coffee-chat.jpg\"\r\n 5 min read\r\n
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B2B Sales

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Sales Training’ is a waste of money and time (Part 2)

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We must stop teaching sales people how to ‘push’ buyers, and instead start training and coaching them on how to become highly specialised teachers.

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Graham Hawkins

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B2B Sales

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‘Sales Training’ is a waste of time and money (Part 1)

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When you teach sales people how to ‘push’ buyers through a sales playbook you are teaching them how to destroy your business reputation.

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Graham Hawkins

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\r\n \"Mentor\r\n 04:28\r\n \r\n \r\n \r\n
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B2B Sales

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B2B Sales has changed about 180 Degrees!

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B2B sales has now changed so dramatically that it's a "profession" that is barely recognisable to the role that both Tony Hughes and Graham Hawkins began about 30 years ago - respectively.

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Graham Hawkins

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