by Graham Hawkins | Sep 10, 2016 | Uncategorized
Having spent the better part of 3 decades working with, and interviewing hundreds of sales people, I’m amazed at how badly most sales people perform when it comes to selling themselves. I nearly always conclude a sales interview with a tried and tested question: “so,...
by Graham Hawkins | Aug 20, 2016 | Uncategorized
Unpacking Sales Enablement. If you are currently running or overseeing a B2B sales force, and finding the following challenges then you are not alone: Declining sales results and productivity outputs Increasing customer expectations – and corresponding increase in...
by Graham Hawkins | Aug 19, 2016 | Uncategorized
Are you a memorable sales person? Earlier this week I published a post that was centered on ensuring your survival in these dramatically changing times for the sales profession. Make no mistake there is a big cull coming and the survivors will be the highly...
by Graham Hawkins | Aug 19, 2016 | Uncategorized
‘General Practitioners’ have no place in the sales profession: The nature of sales has, and continues to changed dramatically because the buyer’s journey has forced it to change. Like it or not, sales is no longer about features, advantages and benefits,...
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....
