Mood of the B2B Buyer Report

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So you want to meet the C-suite?

I interviewed a customer recently, as part of a workshop I was running for a client in the technology industry. One topic they[..]

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5 simple sales strategies for 2017

Optimising sales is the single biggest priority for sales managers and sales reps in most businesses around the world. Truth be[..]

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Want to close more sales? Follow these 3 simple tips …

B2B sales isn’t like a factory assembly line. While some elements of repetition may exist in sales, no customer or prospect in the[..]

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What was sales really like in the 'good old days'?

A young sales rep asked me recently to explain the differences between the B2B sales profession these days, by comparison with the[..]

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Is your sales training failing your salespeople?

The typical response to a slump in sales is to hire an external training company, in the hopes they can somehow arrest the slide. I[..]

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Why even the hottest deals go cold?

Closing the sale is a make-or-break moment for every salesperson. It’s the culmination of weeks or months of blood, sweat and tears[..]

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My no fear year

In late 2013 I stumbled across an old journal of mine, where I had jotted down a list of life goals and ambitions a number of years[..]

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Changes in sales management - Keeping up and getting ahead

With the advent of social media, CRM software, and marketing automation, sales management has been turned upside down in recent[..]

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How to sell to millennials

The buying patterns of millennials developed in a time where authenticity, transparency and connectivity ruled the world. The last[..]

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