November 21, 2017
Graham Hawkins recently wrote an article in which he pointed out that if salespeople are spending a mere 22% of their time selling, is it any wonder so many of them are missing target?
He thinks the 22% figure is the biggest problem in sales right now.
While I tend to ag...
Martin E Stevens
There’s been some huge changes in the way buyers like to buy during the last decade.
They want to educate themselves rather than have sales people do it for them.
Many prefer buying on-line.
They like talking to their peer groups and ‘independents’ about p...
The best explanations are always the most simple, and if wrapped in a story, they have a better chance of being remembered.
With this in mind I’m going to recount a story I read recently in a post by Noah Goldman that explains Sales perfectly.
I happen to believe th...
I'm beginning to feel quite sorry for sales pe...
December 4, 2017
Dear Sales Person,
SDR’s - the most expensive mistake in sales histor...
I'm busy working on my blog posts. Watch this space!