5 Reasons You DON'T Want a World-Class Sales Team

A company retained a sales consultant to increase sales, who then spent time visiting clients, observing the sales team, and quickly identifying ways to improve. Working closely with the Head of Sales, a plan was put into place that yielded a 20% increase in sales revenue for the company over a six-month period, yet net revenues plummeted.

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Three Outstanding Personality Traits of Top Salespeople

Every sales organisation operates differently, and what makes one person thrive in one company doesn't necessarily transmit to another. However, there are character traits that all top salespeople possess, such as a winning mindset, the ability to work harder than their peers, and an intense customer focus. Anthony Iannarino and I recently discussed the winning mindset and beliefs of top sales professionals on his podcast, In The Arena, (click here to listen) which led me to reflect on how I learnt the skill sets to thrive in a variety of different sales environments.

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Research Paper 2017: The Impact of Social Selling on the B2B Landscape in the U.K. Vs. U.S.A

How are UK vs. US-based B2B buyers responding differently to information overload, a proliferation of suppliers and legacy pricing models?

Why are multinational sales leaders adopting different sales strategies, hiring policies and sales training in the UK vs. the US?

Why is speed to market so crucial for international companies looking to expand into Europe?

These are crucial questions for C-Suite executives in 2017...

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What is Out-tasking and Why Should B2B Sales Leaders Care?

Customer buying habits have advanced from procuring sophisticated data systems, being charged an annual subscription, and allocating scarce resources to train their teams to run reports. They want suppliers to solve their data procurement problems, such as helping them maintain their output when faced with information overload, budgetary cuts and a lack of resources.

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How Salespeople Can Adapt to the Digitally-Driven Marginalisation of their Jobs

The sales landscape is rapidly changing. The tech savvy, socially empowered buyers control the sales process. We are told to hustle, care, add value and a string of other buzz words that dominate the social airwaves. "Vendor confusion" and "lack of available resources" are driving the consolidation of vendors in the B2B landscape. Fundamentals such as the "relationship" sale, the "hunter" salesperson, "cold-calling" customers and "closing" deals are supposedly obsolete.

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