Why can’t sales people sell themselves?

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

What exactly is Sales Enablement?

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