by Graham Hawkins | Mar 2, 2016 | Uncategorized
Sales teams have never really been ‘teams’……just individuals working autonomously under the same corporate structure. The role of the professional salesperson has always been a multifaceted role requiring a diverse range of skills. For more than 125 years,...
by Graham Hawkins | Feb 27, 2016 | Uncategorized
Simply focussing on building pipeline coverage is a mistake….’qualifying out’ is what increases helps businesses increase productivity. Since the earliest incarnations of B2B sales models (dating back to the 1880’s), sales people have been trained constantly on the...
by Graham Hawkins | Feb 10, 2016 | Uncategorized
“IT buyers now have greater leverage than ever before” As outlined in my previous posts, the balance of power has now shifted from vendors to customers, and we are now seeing a new era where the highly sought after customers call the shots – especially at...
by Graham Hawkins | Feb 2, 2016 | Uncategorized
…..because sales people no longer participate in the “entire” buying journey: Customer tastes and preferences (that is, buyer behaviour) is what drives markets. The traditional sales models that I have spent my career learning and executing are no longer...
by Graham Hawkins | Jan 1, 2016 | Uncategorized
Virtually every business on the planet has some means by which to rank-order its suppliers-vendors in terms of strategic importance or level of priority. Businesses now pay increasing attention to what is often referred to as their ‘vendor stack’ and the myriad of...
