Graham Hawkins

In my previous post, I ran through two initial steps B2B sales people need to think about on their journey towards becoming A-Graders. These were ‘reconcile your conflicting priorities’ and ‘set long-term goals,’ which focus on transitioning from an immediate, short-term mindset to becoming more forward-thinking and planning for the long-term. As the sales profession continues to […]

The sales profession is undergoing a big cull with over 20%  of sales roles expected to be cut by 2020 according to some analysts[1]. There are three macro shifts responsible for this rather ominous reality. Firstly, buyers are more discerning than ever before as they turn online for identifying and acquiring products and services without the need […]