by admin | May 29, 2020 | Uncategorized
QBRs Are a Waste of Time! Extract from the book ‘Selling Through Partnering Skills – A modern approach to winning business’ by Fred Copestake Are you wasting your time? Because QBRs are a waste of time! There I’ve said it. I will say it again....
by admin | May 23, 2020 | Uncategorized
Can sales opportunities be genuinely created… … or are they just discovered? Recently I had the privilege to attend a session with the objective of exploring this very question, the conclusion of which I found to be very interesting indeed. Led by Phill McGowan, a...
by admin | May 22, 2020 | Uncategorized
Back to School for Sales Professionals Back to School for Sales Professionals – Adapting to Selling in the New Normal Overview The world has changed, and sales professionals need to adapt to be relevant in the ‘new normal’. We are in one of the most challenging...
by admin | May 19, 2020 | Uncategorized
Appealing to Emotions Extract from the book ‘Selling Through Partnering Skills – A modern approach to winning business’ by Fred Copestake Table stakes or winning bets? One of the best birthday presents I have received was a subscription to Harvard...
by admin | May 5, 2020 | Uncategorized
Sales is Changing The Changing World of Selling Brave New World I am not saying that the world of sales is dystopian, like that of Aldous Huxley’s ‘World State’, but we have seen and continue to see major advancements. In this chapter we will look at some of those...
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