Select the content CATEGORY and/or article TAG from the dropdown menus to find the sales topic you need. Then press the FILTER BUTTON to display list of relevant articles. Use the SEARCH CONTENT field (top left) to search by author or for a specific phrase or word.
Search hundreds of articles on sales by keyword or author's name. Simply enter your search phrase/word and click the search icon.
Thursday, December 12th, 2019
How salespeople can make a difference in helping their organisation stand-out from competitors, in ways that resonate with customers. In our book Value-ology (Kelly, Johnston and Danheiser 2017), we drew attention to Qvidian’s research that showed 58% of deals end up in no decision because the customer has not been convinced of the value being offered, which means your biggest…
Tuesday, September 10th, 2019
As B2B buying behaviour evolves, how can sales organisations adapt? This is the third of a series of articles in which Dr Simon Kelly, Dr Paul Johnston and Stacey Danheiser explore customer value and differentiation. In this article they offer an early view into their latest research around the roles and competencies required by salespeople to help their organisations differentiate…
Tuesday, June 25th, 2019
When your competitors are floating in a sea of sameness you need to make sure you are waving not drowning. In the second of a series of articles in which Dr Simon Kelly and Dr Paul Johnston explore customer value and differentiation, they are joined by co-author Stacey Danheiser to ask: are you selling in a sea of sameness? In…
Thursday, March 21st, 2019
This is the first of a series of articles in which the authors explore customer value and differentiation. In this article Dr Simon Kelly and Dr Paul Johnston consider the importance of customer value and its criticality in building effective value propositions. They draw together their experience as marketing and sales practitioners, their recent academic and commercial research, and their…
Saturday, October 31st, 2015
Much has been talked about the nature of value propositions but how do KAMs go about the act of proposing value? Paul Johnston explores KAM distinctiveness, social context and identity. What makes a key account manager distinctive from other salespeople? Much has been researched and written about KAM best practice (see for example Rackham, 1995; Payne et al, 1998; Ulaga,…
