Tesco
The Future of the Sales Profession
Book

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

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Editorial Rating

8

Qualities

  • Applicable
  • Concrete Examples
  • Insider's Take

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.

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.

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. 

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