B2B sales is harder than ever before. Product life-cycles are getting shorter, sales cycles are getting longer, there are more competitors entering the market, and buyers are increasingly educated, doing most of their research online before they even call you. Then, when you finally get the meeting, the buyers only seem interested in finding out your best price.
Despite all of this, your manager keeps asking for more – more calls, more meetings, faster, faster, faster! You’re stuck between a rock and a hard place – a more challenging sales environment than ever before on one side, and ever-increasing quotas and expectations on the other. How will you respond? Wait and see how it all unfolds? Or fight for your career and your livelihood?
In The Future of the Sales Profession, sales leader Graham Hawkins shares the cold, hard truths about the new realities facing the sales profession, as well as what you can do to protect and enhance your career. Nearly 25% of B2B sales professionals will lose their jobs to self-service eCommerce by 2020. Will you be one of them?
About the Author
With more than twenty-eight years of business experience in executive B2B sales and sales leadership roles, Graham Hawkins is a highly experienced and versatile business executive with proven strengths in strategic business development, go-to-market planning, and sales and marketing.
Graham has worked in the UK, Australia and across Asia Pacific as a representative of some of the world’s most innovative IT, telecommunications, finance and media organisations. Graham has an MBA (Exec) (Distinction) from RMIT and is a member of Golden Key International Honour Society for high-performing business students. Graham is also a part-time lecturer and student mentor in the RMIT Executive MBA Program.
Graham has extensive experience in developing, mentoring and leading highly successful sales teams while driving multi-channel sales engagement strategies that dovetail with the new Age of the Customer.
Today, Graham is the Founder and CEO of Transform Sales International, a specialist consulting firm that assists small, medium and large organisations with strategic sales planning, business development and sales force optimisation. He helps his clients drive sales transformation programs and best practices.
Graham also recently founded SalesTribe, the world’s first career transition management company designed specifically to assist B2B sales people who require career assistance. Businesses need access to modern sales best practices, and sales people need new opportunities. SalesTribe makes those connections.