Graham Hawkins

B2B Sales Specialist | Author | Key Note Speaker

[Graham Hawkins @transform_sales]

A call to action - please help.

Partnerships and Networks become invaluable at important times like these.

Rajiv Jayarajah, is a freind and partner of mine and the SalesTribe community, and his family now needs our help.

As seen on the Channel 9 new…https://t.co/C7RIjgCmRc

[Graham Hawkins @transform_sales]

There is no other way to describe it other than "gross mismanagement" to ignore the accelerating change that is now happening in the world of AI.

I look at everything through the lens of the sales department, and there is a 'pincer movement' now impacti…https://t.co/ia8qhhppun

[Graham Hawkins @transform_sales]

Everyone now proclaims that they are Buyer-Obsessed when it comes to sales, but we all know that those words are just that - words.

'Deeds count' and until you begin ACTING in a Buyer-Obessed way then your business is going to continue to see diminshing…https://t.co/zsfNKkLqRV

[Graham Hawkins @transform_sales]

Working with S&P Global has exposed us to some of the smartest sales & marketing leaders that I've encountered in my career...and also some of the nicest office spaces.

Both Téya Brown and I had the pleasure of catching up with Damien Jacotine this morn…https://t.co/3d9oOEAvWA

[Graham Hawkins @transform_sales]

Untrained salespeople kill businesses, and according to Forbes: "55% of salespeople lack basic sales skills". Sounds about right to me.

We all know how incredibly competitive it is in every industry now, not to mention the fact that B2B buyers are risk…https://t.co/nYuwnQSFAo

[Graham Hawkins @transform_sales]

I always enjoy speaking with sales and business leaders about the change that is continues to accelerate, and thanks to David Raphael from Pronto Search I had that opportunity once again last week.

Another typically male dominated audience.....but lots…https://t.co/yBrIarOYMu

[Graham Hawkins @transform_sales]

To my Melbourne based connections and TRIBE, please join me tonight for a drink at the Royal Melbourne Hotel.

My good freind David Raphael from Pronto Search is kindly hosting an event which I'm excited to be attending.

We will be discussing some part…https://t.co/hFgDqQMVsy

[Graham Hawkins @transform_sales]

There's a very small list (less than 5) of 'genuine' sales/marketing thought leaders in the world today, and @brentadamson sits at the very top of that list (IMHO).

I say this because Brent is 100% data-driven in everything that…https://t.co/ygWZpY3PKQ https://t.co/MhH9CBI492

[Graham Hawkins @transform_sales]

In case you missed it, LinkedIn turned just turned 20 years old.

...and Ive been there for the vast majority of those last 2 decades. I joined on August 12, 2004, so I naturally feel like one of the OG's.

It's impossible to overstate how this platform…https://t.co/osfiN1tAOm

[Graham Hawkins @transform_sales]

Had a great session this morning with the impressive team at Infosys team in North America/Canada.

These guys a true professsionals as evidenced by this incredible win with United Nations.....UNDP. Well done to Ken K. Denno his team.

Thanks to Bhanu P…https://t.co/ci3l1K0F8R

[Graham Hawkins @transform_sales]

Success in B2B sales has always been about the 3 Cs: confidence, competence and connections.

Whilst salespeople rarely lack confidence it is often a case of self-delusion and bravado manifesting as confidence. I say that because you can’t be truly confi…https://t.co/k3rAhtv2Bm

[Graham Hawkins @transform_sales]

I always love speaking with other like-minded entrepreneurs, especially those who are 'disrupting' and breaking down the long held beleifs about sales & marketing. @manderovic is one such person!

As @manderovic says, if you find y…https://t.co/quXz3phEw6 https://t.co/36wsOf6qGY

[Graham Hawkins @transform_sales]

Nothing happens until someone sells something, and EVERYONE is selling something.

Despite the bad wrap that 'sales' often gets, learning the art & science of selling is a good idea for everyone.

Here's a timeless article by Reb…https://t.co/zk0u2bW0H8 https://t.co/ilYfojwGOb

[Graham Hawkins @transform_sales]

This misalignment in sales departments is now ridiculous.

Most businesses are still driving their sales teams like they were back in the 20th century, and given todays' prevailing business models, I cannot understand why this continues to be the case.…https://t.co/I4fT4RT2wM

[Graham Hawkins @transform_sales]

What's the fastest growing job in the world right now (according to LinkedIn)?

Head of REVENUE OPERATIONS.

Why? Because the old 'vendor-push' go-to-market models are dead and businessses are now waking up that they must urgentl…https://t.co/XgQ2A7jsgf https://t.co/qguMOUvium

[Graham Hawkins @transform_sales]

Salespeople: take note:

Whilst this infographic by @antgrasso speaks to EMPLOYEE expections, I think we sales folks can take some learnings from this.

Understanding buyer tastes and preference has always been central to #business and sales success, bu…https://t.co/jt4ib29c8D

[Graham Hawkins @transform_sales]

To all of those poor unfortunate salespeople who are still being forced to interrupt strangers, I'm delighted to share some good news:

It won't be long until your outdated sales leader is no longer your boss. Hoorah! 😊

Seriously, if your boss is stil…https://t.co/z66V0g4WTS

[Graham Hawkins @transform_sales]

Do any of your salespeople behave in a way that might be perceived as ‘desperate’?

The worst thing you can do is chase, pester or push your buyers….it just makes you sound desperate, and desperation is a massive turn-off.

It’s solving, not selling!…https://t.co/9g9URBk5NZ

[Graham Hawkins @transform_sales]

The most overlooked challenge facing salespeople today is:

RISK AVERSION.

We now operate in the Age of Disruption, and most B2B Buyers (middle management) are so terrified of making the wrong decision that they will stick with '…https://t.co/FSqhXYwcnt https://t.co/Z5TfbZfAHX

[Graham Hawkins @transform_sales]

Wow - impossible to overlook this data!

As shocking as this is, it’s really not surprising.

Sales is getting harder and harder, and data like this only reinforces what we keep saying at SalesTribe: B2B buyers longer need, or want, a salesperson peddlin…https://t.co/JEMh1H6CEM