The hardest thing about B2B selling today is that customers don’t need you the way they used to. In recent decades sales reps have become adept at discovering customers’ needs…
The Four Dimensions of High Impact Selling
Selling Is Not About Relationships Ask any sales leader how selling has changed in the past decade, and you'll hear a lot of answers but only one recurring theme: It's…
The Dirty Secret of Effective Sales Coaching
Most sales and service organisations have invested more time and effort in the past five years in improving managers' coaching of reps than they did in the previous 50. This…