The History of Sales Methodology – Part 1 (1900 -1950s)
The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 1 covers the 1900s -1950s.
The Ten Laws of Strategic Selling
Strategic Enterprise Selling is the process of engaging the most senior levels early, aligning with political and economic power, in addressing the most serious problems or opportunities. Then architecting solutions and setting an agenda.
Sales Psychology – 10 Triggers To Become Highly Influential (Part 3)
Invoke Fear, Radiate Authority, Honesty and Consistency. You need to understand why your prospects behave the way they do, what they’re thinking, and how you can get them to act in the desired direction via the use of psychology sales triggers.
An Expert Guide To Sales Leadership (Part 1) – The Do’s & Dont’s.
Part 1 (of 4) covers 8 actions of great sales leadership and how to respond to disruption. Also, what a Leader Doesn’t Do.
How Do Salespeople Sell Insights?
Insight is the capacity to gain a deep understanding of something. How can the thinking of salespeople can change via the 4 C's (Content, Consult, Context & Construction) to become an ‘authentic authority’ in your field?
Five Signs You’re An Order Taker And Not A Salesperson.
The primary reason that salespeople fail is because they aren’t really salespeople. Here are five telltale signs that indicate that a person is really an order-taker and not a salesperson.
The Most Read Articles
Here are the top 5 articles on Head Of Sales for 2020 based on website page views which are generated from the email newsletter, social media and search engines.
Cracking The Myth Of Sales Hunters & Farmers
Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Employing hunter and farmer sales teams increases costs and often confuses buyers.
Selling with Seth Godin (Podcast)
Seth wants people to stop hiding and whining and scamming. To start trusting themselves. To learn that trust is worth WAY more than attention on social media.
Mental Health Truths Sales People Should Know
Mental illness does not discriminate by ethnicity, age, gender or career choice. Does selling attract those who are inadequately equipped to cope with the demands of the role?
