Summary of The Future of the Sales Profession by Graham Hawkins

Description

To get ahead, B2B salespeople must become industry and subject-area specialists who serve as trusted consultants and provide worthwhile advice. The industry-wide shift from features-and-benefits reciters to deep-knowledge industry experts is an ongoing change with powerful impact in the sales world. Australian B2B sales guru Graham Hawkins clearly details today’s sales evolution and explains what B2B salespeople must do to compete and succeed.

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Sujets

• Vente
• Sales
• Business
• Economics
• Selling
• Employabilité, métiers et formations

Informations

• Publié par: GetAbstract AG
• Date de parution: 03 août 2020
• Nombre de lectures: 0
• EAN13: 9798887270821
• Langue: English

Extrait

The Future of the Sales Profession
How to Survive the Big Cull and Become One of Your Industry’s Most Sought-After B2B Sales Professionals
Graham Hawkins•Graham Hawkins © 2017•276 pages

Sales / B2B Selling

Rating:8

Applicable
Concrete Examples
Insider's Take

Take-Aways Techniques and tactics that used to work in B2B sales are no longer effective. One million B2B salespeople – one of every five – will lose their jobs within the next few years. Thanks to the internet, buyers can secure all the product information they need to make informed decisions. B2B salespeople are “A-Graders” (top performers),“B-Graders” (paddling in place) or “C-Graders” (future roadkill). To become A-Graders, B2B salespeople should follow a five-step plan: Step One: Establish a firm direction for your career. Step Two: Specialize in an area meaningful to your prospects and customers. Step Three: Cultivate learned insights that benefit your clients.  Step Four: Create your personal brand. Step Five: Use the most effective channels to communicate with customers.

Recommendation
To get ahead, B2B salespeople must become industry and subject-area specialists who serve as trusted consultants and provide worthwhile advice. The industry-wide shift from features-and-benefits reciters to deep-knowledge industry experts is an ongoing change with powerful impact in the sales world. Australian B2B sales guru Graham Hawkins clearly details today’s sales evolution and explains what B2B salespeople must do to compete and succeed.

Summary
Techniques and tactics that used to work in B2B sales are no longer effective.
The sales profession is undergoing a process of radical change.