- Concrete Examples
- Insider's Take
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.
About the Author
Part-time lecturer and mentor in the RMIT Executive MBA Program, Graham Hawkins has worked in the UK, Australia and across the Asian-Pacific region as a representative of IT, telecommunications, finance and media organizations.