Graham Hawkins

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…lnkd.in/dWRsaJ2i

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…lnkd.in/dGtp8ufE

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…lnkd.in/dn3X8nUy

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…lnkd.in/d6TEUjBZ

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…lnkd.in/dR9DQDqp

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…lnkd.in/dyMjAF4S

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…lnkd.in/d7uZcSYx

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…lnkd.in/dj6EMi9j lnkd.in/dzX26siD

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…lnkd.in/dfHkJ-9i

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…lnkd.in/dJ9naQkV

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…lnkd.in/d_XD-9gE

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…lnkd.in/d4_8eViy lnkd.in/d3CCuJKm

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…lnkd.in/dpSESEEm lnkd.in/dQvy_KZq

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.…lnkd.in/dWmPiN7x

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…lnkd.in/dezZEq9y lnkd.in/dWcRazQ5

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…lnkd.in/dNznRxEC

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…lnkd.in/d2kYqmcy

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!…lnkd.in/dm6_8yJx

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 '…lnkd.in/dTqmtB6g lnkd.in/drkD2hr5

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…lnkd.in/dRHrKNyT