The stronger your pipeline the more likely you achieve your sales targets. You need a pipeline that you believe in. A pipeline with integrity.
Your ultimate Trusted Advisor’s Resolutions list for tomorrow night
In the new way of selling you do not hope for your prospective customer’s dissatisfaction. Read on what new selling skills you need to be successful in the new year.
A strong message from B2B customers: If you don’t adapt your way of selling, you may be in trouble soon.
Trusted Advisors are salespeople in a different league; they are in a club of strategic thinkers, selling strategic value as a business outcome. Read on how they set themselves apart from the rest.
A Stop-doing list will automatically steer you in the right direction of change because you are giving something up that can be replaced with something new. Read on how a stop-doing list is also very helpful in your journey of becoming a Trusted Advisor.
Sometimes we are looking at the wrong part of a process to find improvements. In the new way of selling a focus on the opening rather than the closing part of the sales process is needed.
Feeling overwhelmed with data? Are your current added values no longer working? Are your pressured on price? Read on, it’s time to focus on the new way of selling.
Do you believe your service adds strategic value for your potential customer? Then your price should reflect your offer. Giving in to a request for a discount will do the opposite.
Previous sales generations were the source of information. The buyers have moved on and turned knowledge to their advantage. Have you moved on?
How does your selling approach look like? Is it still working well enough? Or is there something that needs to change? And if so, what needs to change? Maybe it is time to have a good look into the mirror….
Customers have changed the way they are buying. So we need to change the way we are selling. Find out what exactly needs to change to stay relevant to the buyers.
Many salespeople are waiting for a sales enablement platform to help them with insights. However, what many salespeople do not realize enough is that for two types of insights you don’t have to go to any Sales Enablement tool. Read on how you can use your own experience to find and share insights buyers are usually really keen to listen to
The customers’expectation on how we sell have changed. We cannot stand still and need to adapt to their new buying behavior.
The moment you offer your prospect a lower price than the incumbent competitor you make the buyer believe your offered products and services are equal or worse.
All your hard work on value creation is squashed in that moment.
In modern selling, a change cannot be pushed. Customers are buying differently so sales needs to adapt the way they sell.