Liam Halpin

Posts by Liam Halpin

  • Sales hasn’t changed – but what it takes to win has

    Sales hasn’t changed – but what it takes to win has

    September 13, 2018

    B2B sales will always be a contact sport. It’s a contact sport that revolves around traditional skills of empathy and persuasion – and the commitment to make time for calls and meetings that enable you to leverage those skills. These characteristics marked out the top sales people from decades ago, and they still characterise top sales people today. However,...

  • Are today’s salespeople just not as good as they used to be?

    Are today’s salespeople just not as good as they used to be?

    July 30, 2018

    Give us the blunt truth. Are sales people getting worse at their jobs? No, it’s not that sales people are getting worse, it’s that in too many cases their managers expect them to do what they did in the past and deliver the same results. The rules of sales have changed. Back in 1991 when I began my career, sales people were the primary source of information for...

  • For today’s sales leaders, it can be hard to accept the formula that consistently worked for us no longer works today

    Are today’s salespeople just not as good as we used to be?

    January 23, 2018

    If you’re a sales leader over the age of 40, then the chances are you’ve asked this question, probably accompanied by phrases along the lines of “when I was a rep I was doing 6 meetings a day” and, “in my day hitting the phones meant 20 calls a day”. We know that these behaviours made us successful – and got us to where we are now. It’s therefore a struggle to...