Liam Halpin

Posts by Liam Halpin

  • Tune into the latest Live with Sales Leaders – it’s about Time!

    Tune into the latest Live with Sales Leaders – it’s about Time!

    September 11, 2019

    One of the most striking findings in this year’s LinkedIn State of Sales survey is that the average sales rep today spends less than 40% of their time actually selling. Time is an increasingly scarce resource for sales organisations. Heightened expectations from clients and increased demands from within our own businesses mean that we have to cram more into our...

  • Secrets of the UK’s top sales performers

    Secrets of the UK’s top sales performers

    June 26, 2019

    Editor's Note: This article originally featured in Raconteur's Sales Performance Report in The Times. You can see the full report here. No matter how innovative or disruptive your business, its growth still depends on sales people who can build trust, demonstrate value, negotiate effectively – and close deals. That’s why Persuasion is currently the most...

  • 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...

  • 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...