by Graham Hawkins | Jan 2, 2017
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... read more
by Graham Hawkins | Oct 30, 2016
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,... read more
by Graham Hawkins | Oct 23, 2016
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... read more
by Graham Hawkins | Oct 12, 2016
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... read more
by Graham Hawkins | Sep 16, 2016
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... read more
by Graham Hawkins | Sep 10, 2016
Sales leaders seem to be ignoring some very obvious trends that are now occurring in the business world. When it comes to operating a B2B sales force, you could be forgiven for thinking that sales leaders have all gone mad? Or are they simply too busy to see... read more
by Graham Hawkins | Sep 10, 2016
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,... read more
by Graham Hawkins | Aug 20, 2016
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... read more
by Graham Hawkins | Aug 19, 2016
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... read more
by Graham Hawkins | Aug 19, 2016
‘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,... read more
