Ten years ago, I wrote this article …. “Far too many companies have devalued selling for far too long and some business leaders have even convinced themselves that they would do better if they did not employ salespeople – after all good products sell themselves, don’t they? As a consequence, until very recently, salespeople have […]
The FIVE Critical Sales Challenges Facing Every Company, Everywhere in 2020 ….
I have been contemplating what I believe are the most significant challenges most companies are currently facing, and I have managed to reduce my list to just five. Challenge One: Finding the Opportunities I am continually surprised to discover just how few companies have a formal business development strategy. The norm appears to be “If we […]
All Business is Good Business – Oh No it Isn’t!
It would be very easy to be seduced into believing that in today’s selling environment the need to rigorously qualify every opportunity at the front end of the sales/buying cycle is becoming irrelevant: Competition is tougher than ever before; customers are choosing us, rather than the other way round; quotas are being missed by a […]
Are You Really Up to the Challenge of Change Required to Become a Top 5% Player?
Becoming a Top 5% sales performer requires significant changes in your “world view” – how you think about yourself, and how you think about your relationships with key stakeholders. You are faced with new ways of thinking, many of which directly challenge what you have been taught and believe. When faced with significant innovations in […]
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