5 common failings of B2B sales leaders

5 common failings of B2B sales leaders

In sales no one is perfect. I’m certainly not. In fact, over my 35 years in this wonderful profession (more than 20 of them in executive sales leadership) there probably isn’t a mistake that I haven’t made. What helped me to be successful was my...
‘Don’t Know Syndrome’ is the curse of B2B sales

‘Don’t Know Syndrome’ is the curse of B2B sales

One of the biggest fails in sales today is ‘Don’t Know Syndrome’ Every day I read about how sales is broken and that new and better processes, sales tools and coaching would fix the problem, or certainly significantly improve the performance results....