Top TEN #10 – Be the Challenger

If you’ve not read The Challenger Sale by Dixon and Adamson, I highly recommend it. Not since Neil Rackham’s SPIN Selling have I come across a better sales book. Given that its origins are from the previous financial crisis, it’s more relevant today than in 2011 when published. Why I like it: Science: Like SPIN, the principles outlined […]

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Top TEN #8 – Sales training shelfware

The problem is not learning how to sell, it’s applying what is taught. A lot of sales training is never implemented. Like unused software of yesteryear, it sits on the shelf.  Because sales happen in so many different ways, there’s a tendency to overcomplicate things. Sales consultants add to this by telling essentially the same […]

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Top TEN #7 – The tyranny of time 

Consider every sales opportunity a ticking time bomb. But, unlike the usual time bomb, this one doesn’t make a sound or trigger an alert. It merely withers and falls off the sales vine.  A mistake sometimes made by enterprise salespeople is assuming that because the average sales cycle is long, all sales cycles are long. With this comes the […]

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