by Graham Hawkins | Apr 28, 2016
Sales people are now failing to perform a critically important component of their role: the gathering of Market Intelligence (MI). Who (within your business) is closest to your customers and target markets? Who is best positioned to identify emerging... read more
by Graham Hawkins | Apr 12, 2016
Sales leaders are always searching for levers that can provide an uplift in sales performance, and two of the best known and most effective means by which to refocus the sales teams is around Average Order Value (AOV), and Average Sales Cycle Time (ASCT). Strangely,... read more
by Graham Hawkins | Apr 1, 2016
Are you wondering why your sales conversion rates are low? and why you staff attrition rate is high? Perhaps it’s because your sales model is stuck in the 1980’s. Much to my astonishment, there are still a lot of vendors that believe the old and unspeakably... read more
by Graham Hawkins | Mar 10, 2016
There is mounting evidence that ‘risk’ now plays a critical role in the new buying journey. Sales people have always been taught techniques and methodologies for selling value to their customers: “solution selling”, “consultative selling”, “value-based... read more
by Graham Hawkins | Mar 2, 2016
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,... read more
by Graham Hawkins | Feb 27, 2016
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... read more
by Graham Hawkins | Feb 10, 2016
“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... read more
by Graham Hawkins | Feb 2, 2016
…..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... read more
by Graham Hawkins | Jan 1, 2016
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... read more
