by Graham Hawkins | Aug 19, 2016
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... read more
by Graham Hawkins | Aug 19, 2016
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.... read more
by Graham Hawkins | Jun 28, 2016
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... read more
by Graham Hawkins | Jun 25, 2016
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... read more
by Graham Hawkins | Jun 21, 2016
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... read more
by Graham Hawkins | Jun 15, 2016
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... read more
by Graham Hawkins | Jun 3, 2016
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... read more
by Graham Hawkins | May 9, 2016
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... read more
by Graham Hawkins | May 2, 2016
Everyone is hearing more and more that times are changing rapidly for sales people, and there is no doubt that this is true. Vendors no longer have the power, and the role of the B2B sales person continues to evolve rapidly as buyers change how hey buy. Forrester... read more
by Graham Hawkins | May 1, 2016
When a severe storm is building off the coast, and wind direction is blowing said storm directly towards you, you have a choice: 1) urgently take pre-emptive measures to guard against and minimise the damage, or 2) sit outside in your favourite chair with a couple of... read more
