Category: sales
The Death of Traditional B2B Sales
Why Modern Buyers Research Everything Before They’ll Even Take Your Call The sales landscape has fundamentally shifted, and if you’re still relying on cold calls and generic email blasts, you’re fighting yesterday’s war with yesterday’s weapons. I’ve spent years observing how B2B buyers have completely transformed their purchasing behaviour, and what I’ve discovered might surprise…
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Do People Buy, or Are They Sold To? Rethinking the Role of Sales and Marketing
The Age-Old Question: Do We Buy, or Are We Sold To? If you’ve ever found yourself in a shop, on a website, or even just scrolling social media, you’ve probably wondered: am I making this purchase because I truly want to, or because someone, somewhere, has nudged me into it? It’s a question that’s as…
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The Longest B2B Sales Cycles: Challenges and Solutions
I’ve seen my fair share of lengthy B2B sales processes. Today, I’d like to share some insights on which sectors typically have the longest sales cycles, what this means for vendors, and how they can navigate these challenges effectively. Industries with the Longest B2B Sales Cycles When it comes to B2B sales, not all industries…
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The Hidden Costs of Remote Sales: Why Face-to-Face Still Matters
In today’s digital age, the allure of remote sales is undeniable. As a seasoned business professional, I’ve witnessed firsthand the shift towards virtual interactions, especially after recent global events. But is this transition as beneficial as it seems on the surface? Let’s explore the nuances of remote versus face-to-face sales and uncover some surprising insights.…
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The Hidden Value of Non-Linear Career Paths: A Fresh Perspective on Hiring
The Traditional Career Ladder: A Double-Edged Sword Linear career progressions have long been the norm in many industries. You start as a good sales assistant, become a proficient salesperson, and then move up to assistant sales manager, sales manager, and eventually, sales director. It’s a well-trodden path that many of us are familiar with, and…
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There is no such thing as a free consultation
Call me a cynic, but it might not make me wrong. I received the following message via LinkedIn. I decided to redact the identifying details as I wish the sender and their business no harm. My primary problem with the message is the concept of enjoying a 30-minute consulation. Surely they mean they want to…
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