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article-ideas-announcement.jpg5 min read

Sales careers

The 7 Laws of Sales Success

There are certain "Laws" of the universe which successful people often leverage, and today's' sales people must learn to embrace some of these important laws to ensure future sales success.

Graham Hawkins

article-challenge-yell.jpg5 min read

Sales careers

Is sales Outreach destroying your Career?

If you are still performing 20th century outreach tactics like "cold calling" then you are not just destroying your own career, but you are also destroying your employers brand and therefore their business.

Graham Hawkins

article-connect-coffee-chat.jpg5 min read

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.

Graham Hawkins

article-connect-coffee-chat.jpg4 min read

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.

Graham Hawkins

article-challenge-juggle.jpg4 min read

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:

Graham Hawkins

Mentor Large Graham Hawkins04:28

B2B Sales

B2B Sales has changed about 180 Degrees!

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.

Graham Hawkins

Mentor Large Graham Hawkins04:05

B2B Sales

A brief chat with HubSpot

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being forced to give the buyer the buying experience that they now demand, and that means ceasing & desisting with the outdated vendor-PUSH sales tactics.

Graham Hawkins

article-ideas-cogs.jpg6 min read

B2B Sales

The only sales model that will exist in 3 years from now.

The change that we are now witnessing in buyer tastes and preferences means a big swing from outbound sales activities to INBOUND, and that requires vendors to remove any misalignment that may exist between your sales execution approach and what buyers now want from the buying experience.

Graham Hawkins

Mentor Large Graham Hawkins07:23

B2B Sales

A video chat with Deloitte

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.

Graham Hawkins

article-challenge-yell.jpg4 min read

B2B Sales

Sales people in class ACTION against Management.

A crimes is now being committed against sales people, and enough is enough.

Graham Hawkins

Future group direction4 min read

B2B Sales

High costs are killing the 'in-house' sales team for SMB's

Everyone knows that cash-flow is the ‘life-blood’ of every business.....as they say, “revenue is vanity, profit is sanity, but cash is king”.

Graham Hawkins

Success dice heads4 min read

B2B Sales

Is your 'Sales Leader' destroying your business?

The sales leader role is not only the most important, but it's also the most difficult role in every business. Sadly most sales leaders are having a horrible time right now

Graham Hawkins

Success golden egg5 min read

Sales careers

The new golden age of B2B sales has arrived.

So much of the sales role is still lived in a fog of automatic and habitual behaviour due largely to outdated leadership that has failed to recognise this new customer-led era that we now live in.

Graham Hawkins

Success target6 min read

B2B Sales

No Commissions. No Quota: The future model for sales

Sales quotas and commission payments drive self-centered behaviors and this is why there has always been the embedded distrust of sales people. Lots of vendors are now waking up and moving towards buyer aligned measurements and rewards...and not before time.

Graham Hawkins

Challenge rope pull4 min read

B2B Sales

Your sales culture is killing your business.

If you still measure and manage B2B sales people around sales quotas, commissions and a steadfast focus on top-line revenue attainment, then you are being surpassed by the savvy vendors whom have already woken up to the new reality.

Graham Hawkins

Connect recruit4 min read

Sales careers

My career in B2B sales....where is it going?

If you currently work in B2B sales, then you need to begin thinking differently about your career direction and begin to plan appropriately for all of the change that is coming.

Graham Hawkins

Connect global handshake2 min read

B2B Sales

Influencing The Buyer. Sales Engagement Insights

It has always been important to go, and be, where your customers are... physically and online.

Tony J. Hughes

Challenge ball juggle5 min read

B2B Sales

What is the main cause of sales under-performance?

Sales people simply don't spend enough time selling.

Graham Hawkins

Success partners5 min read

B2B Sales

Can you really 'trust' a sales person?

People buy from people that they "know, like and trust"​ right? Not any more!

Graham Hawkins

Mentor Large Graham Hawkins5:06

B2B Sales

Your target market is getting smaller

Buyers need to do more business with fewer vendors…meaning that your marketing is shrinking.

Graham Hawkins

Future robot4 min read

Career change

Can Robots and AI actually help you to enhance your sales career?

Sales people who embrace working with bots and leverage advanced technology will be well positioned to survive the big cull that his now coming.

Tony J. Hughes

Search boat6 min read

B2B Sales

5 Simple Sales Strategies for 2017, and beyond!

"There is only one boss: the customer. And he can fire everyone in the company, simply by spending his money somewhere else"

Cian Mcloughlin

Connect global handshake5 min read

B2B Sales

Are you just the same as the next sales person?

Are you a memorable sales person?

Graham Hawkins

Success mobile cash5 min read

B2B Sales

Are you focused on the wrong target customers?

Why sales people MUST stop focusing on 'net new' customers.

Graham Hawkins

Success smash4 min read

B2B Sales

Do not call me a sales person or else!

Why we must drop the word “sales” from all business dialogue.

Graham Hawkins

Success partners5 min read

B2B Sales

Winning the sale in 2017

Sales people must stop pushing…..and start using honey!

Graham Hawkins

Connect excited people4 min read

B2B Sales

Are you listening to your buyers?

Stop listening to sales guru's and just ask your customers how they want to buy?

Graham Hawkins

Challenge thinker5 min read

Career change

The driving forces of change:

The 5 Forces of 'change' for Sales People

Graham Hawkins

Connect handshake5 min read

B2B Sales

Sales people need Kevin Bacon!

Kevin Bacon is helping to kill cold calling…..hallelujah!

Graham Hawkins

Challenge reach4 min read

B2B Sales

The Stupidity of Prospecting

Sales Prospecting – are you just digging up dirt?

Graham Hawkins

Success mountain4 min read

B2B Sales

Sales Leader – the most important role in every business.

Is you sales leader the most important, or the most dangerous person in your business?.

Graham Hawkins

Startup launch4 min read

B2B Sales

Sales 3.0 - do you have the latest tools?

Will your role survive in a digitally enabled sales force?

Graham Hawkins

Mentor Large Graham Hawkins4:14

Sales careers

Are you ready to ride the tsunami of change that is coming?

Sales people (and vendor organisations) need to transform radically to survive a tsunami of change that is coming.

Graham Hawkins

Challenge ball juggle4 min read

B2B Sales

‘Generalists’ have no place in the sales profession:

It's hardly surprising that the ‘generalists’ are now routinely being viewed by their customers as “adding no value”.

Graham Hawkins

Search direction4 min read

Sales careers

How to develop valuable ‘insights’ for your customers.

Sellers need to be business improvement specialists!

Graham Hawkins

Mentor Large Graham Hawkins5:38

B2B Sales

The sales process is killing your results.

Sales is no longer about the sales process!

Graham Hawkins

Ideas cogs4 min read

B2B Sales

What role does your sales team now play in the value chain?

Is your sales department a Wholesaler or Retailer?

Graham Hawkins

Challenge boss4 min read

B2B Sales

Has your sales leader gone mad?

Is your sales leader barking mad? Or are they just ignoring the facts?

Graham Hawkins

Mentor Large Graham Hawkins5:35

B2B Sales

Focussing on 'pipeline' size is a mistake!

You are misleading yourself when you measure your pipeline!

Graham Hawkins

Mentor Large Graham Hawkins5:34

B2B Sales

Measuring pipeline drives the wrong behaviours!

Sales people are measured and managed by metrics that encourage and foster the wrong behaviours. Focusing on 'pipeline size' is a big mistake.

Graham Hawkins

Ideas working mind5 min read

B2B Sales

Why can't sales people sell themselves?

Sales people are notoriously bad when it comes to selling themselves....why?

Graham Hawkins

Search boat4 min read

B2B Sales

Team composition is the key to sales success!

'Team Composition' is the key to driving high performing sales teams.

Graham Hawkins

Success thumbs up4 min read

Sales careers

Sales is still the most important role in every business.

Despite the conjecture, sales is still the most important role in every business.

Graham Hawkins

Success hole jump5 min read

B2B Sales

Personal relationships no longer matter in B2B Sales!

People buy from people right? Really?

Graham Hawkins

Challenge question4 min read

B2B Sales

The main reason that cold calling is a really bad idea...

Graham Hawkins

Future direction4 min read

Career change

There is a big fork in the road coming for sales people

Vast numbers of sales people are about to be culled.

Graham Hawkins

Connect balance4 min read

B2B Sales

The balance between customer Retention and Acquisition.

Why sales people MUST start focusing on their existing customers.

Graham Hawkins

Ideas brain maze4 min read

Sales careers

Personal development is now critical for sales people.

Sales people must URGENTLY take charge of their own self-development…..or find a new career.

Graham Hawkins

Success teamwork4 min read

B2B Sales

On-boarding - the road to sales success.

Structured 'on-boarding' for sales people will provide your business with massive ROI.

Graham Hawkins

Challenge wheel3 min read

B2B Sales

The forgotten duty of a sales person!

Sales people are now failing to perform a critically important component of their role: the gathering of Market Intelligence (MI).

Graham Hawkins

Success arrow3 min read

B2B Sales

Sales people don’t need more Training….they need more Marketing.

Sales & Marketing alignment is now absolutely fundamental to success in 2017 and beyond.

Graham Hawkins

Connect puzzle people4 min read

B2B Sales

The most important questions that sales people NEVER ask:

You are now in danger of being culled from the vendor stack, and you had better start asking the right questions or you are going to cost you employer lots of money.

Graham Hawkins

Success piper3 min read

B2B Sales

Sales robots – are your sales people 'coin operated'?

Are you wondering why your sales conversion rates are low? and why you staff attrition rate is high? Perhaps it’s because your sales model is stuck in the 1980’s. Perhaps it's because you are treating your sales people like robots?

Graham Hawkins

Success mind climb3 min read

B2B Sales

Sales uplift - 2 simple ways to create performance improvement.

Some sales basics that many seem to forget!

Graham Hawkins

Connect lock key4 min read

B2B Sales

Sales Enablement is the key:

If you are currently running or overseeing a B2B sales force, and finding the following challenges then you are not alone:

Graham Hawkins

Challenge jump4 min read

B2B Sales

To win the sale – focus on 'risk'

There is mounting evidence that ‘risk’ now plays the single most critical role in practically every buying decision.

Graham Hawkins

Future key4 min read

Sales careers

The role of the sales person has changed forever.....

…..because sales people no longer participate in the "entire" buying journey:

Graham Hawkins

Search fishing4 min read

B2B Sales

Saying NO to customers - is very powerful

Building pipeline coverage is a mistake….’qualifying out’ is what increases productivity.

Graham Hawkins

Success arrow climb3 min read

B2B Sales

Sales people - are you headed in the wrong direction?

Buyers now have greater leverage than ever before - what does that mean for sales people:

Graham Hawkins

Success top cloud4 min read

B2B Sales

Are your sales people are competent?

Are you assessing the right things?

Graham Hawkins

Connect group circle4 min read

B2B Sales

B2B Sales is now a Team Sport.

Sales teams have never really been 'teams'……just individuals working autonomously under the same corporate structure.

Graham Hawkins

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