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Generalist sales people can no-longer go into combat against ‘specialists’ without getting KO’d.

by Graham Hawkins | Jan 2, 2017 | Uncategorized

Mixed Martial Arts (MMA) is one of the fastest growing sports in the world today, and as the name suggests the rules of this relatively new sport combines the disciplines of: Boxing, Kick-boxing, Jiu-jitsu, Karate, Freestyle Wrestling, Judo, Tae Kwon Do, Muay Thai...

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

by Graham Hawkins | Oct 30, 2016 | Uncategorized

Blake J. Harber recently published a post on LinkedIn that set off one of the best debates that I have witnessed, and I was personally amazed at how many people still seem to think that ‘cold calling’ is an effective part of selling in 2016. In my opinion,...

‘Customer-pull’ signals the end of ‘personal relationships’ for B2B sales people.

by Graham Hawkins | Oct 23, 2016 | Uncategorized

Having stirred up veritable hornets’ nest with my previous post by asserting that “personal relationships no longer matter as much as they once did”, I now feel compelled to add some further accelerant to his hotly debated subject simply because it has created such...

Personal relationships no longer matter in B2B Sales!

by Graham Hawkins | Oct 12, 2016 | Uncategorized

Personal relationships no longer matter in B2B Sales! I can almost feel the sales world bristling at my controversial headline, and whilst it sounds totally counter-intuitive (even to me), I ask that you please read this post with an open mind, and please consider...

Sales Leader – the most important, and the most dangerous role in every business.

by Graham Hawkins | Sep 16, 2016 | Uncategorized

The role of the sales leader has always been an important one, but now it’s a role that can either make or break a business. In the global, digital, connected economy, the sales leader, and the go-to-market plan that he/she executes, is now so critical that failure to...
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