by Graham Hawkins | Aug 19, 2016 | Uncategorized
Having just returned from this year’s Sales 2.0 conference in San Francisco, I’m now convinced that the sales profession will never be the same again. Not only is everything that I have learned throughout almost 3 decades almost totally redundant, but it is now also...
by Graham Hawkins | Aug 19, 2016 | Uncategorized
I was fortunate enough to spend some time recently discussing sales competencies and effectiveness with the affable Mr John Dougan. John is the VP of Global Sales at Profiling Online, and is recognized as one of the world’s leading authorities in sales effectiveness....
by Graham Hawkins | Jun 28, 2016 | Uncategorized
How to develop valuable ‘insights’ for your customers. A couple of months ago I posted an article extolling the virtues of Team-Based Selling – and some of the facts that are now driving vendor businesses to rethink their sales activities around collaboration. Mature...
by Graham Hawkins | Jun 25, 2016 | Uncategorized
Sales is still the most important role in every business: In a previous post, I made the proclamation (supported by various industry analysts) that there is a big ‘cull’ coming to the sales profession in the coming years. And whilst I stand by everything that I said...
by Graham Hawkins | Jun 21, 2016 | Uncategorized
There is a massive downsizing (or rightsizing) ahead for the sales profession, and if you are currently working in a B2B sales role, or if you are planning on making a career in sales, then you had better read this post carefully. We are constantly hearing that...
