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...
by Graham Hawkins | Jun 15, 2016 | Uncategorized
When it comes to creating high performance teams most pundits will tell you that ‘clarity of objectives’ is always the most critical success factor. However, it is my view that team composition is even more important in the new customer-led era, and my rationale is...
by Graham Hawkins | Jun 3, 2016 | Uncategorized
One of the very first lessons that sales people learn is the importance of making a good first impression, and yet it’s clear that far too many business leaders that pay scant regard to this important maxim when it comes to bringing new sales people into the...
by Graham Hawkins | May 9, 2016 | Uncategorized
When sales leaders sit down to devise their go-to-market plans, there are nearly always 2 broad categories that they investigate: customer acquisition andcustomer retention. Historically, the relentless pursuit of new logos, or ‘net new’ customers has blinded many...
