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B2B Sales

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A video chat with Deloitte

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  • by Graham Hawkins
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  • 5 June 2018
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  • 07:23
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Deloitte Sales Effectiveness is headed up by Mr Brandon Kulik (Principal Sales Effectiveness), and in this conversation I ask Brandon about sales related challenges that Deloitte is now helping their clients with. From educated buyers and the changing tech landscape, we are seeing more and more change in the traditional sales role. The be a solution provider you have to have a solution - and assembled solution.

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\"To retain is to sell\", and the old sales playbooks no longer apply\". 

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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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\r\n \"article-connect-coffee-chat.jpg\"\r\n 4 min read\r\n
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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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