Most salespeople think they’re guiding the sale. In reality? They’re often misaligned with what buyers actually need at each stage. The #1 Mistake That Stalls Deals You can follow SPIN, MEDDIC, GAP Selling, or any other sales process—but if you …
How often do you find yourself scrolling through Instagram, TikTok, or LinkedIn, hunting for quick sales tips that promise to transform your results? Searching for that silver bullet to make selling easier? Let me save you some time: it doesn’t …
In a 2024 study by Salesforce, 67% of sales professionals didn’t expect to meet their quotas that year, and 84% missed them the year before. According to Forrester, the average sales target achievement for B2B sales organizations is 47%, indicating …
When you ask ChatGPT what salespeople wish they knew sooner when it comes to cold calling, these are the top results: Although these are very relevant questions, ironically, fixating on finding answers will not get you anywhere. Who has heard …
It has been over a decade since Matt Dixon and Brent Adamson wrote The Challenger Sale. Fuelled by Gartner’s research, it was a wake-up call for many sales organisations that something had to change in their selling. But what exactly …
Let’s be honest — when did you last pause to reflect on how well you’re Selling with the Buyer’s Perspective? Most salespeople think they’re putting the buyer first, but reality often tells a different story. That’s why I’m inviting you …
Much has been written about why you must sell as a Trusted Advisor. Customers view Trusted Advisors as a credible source of information on industry trends, competition, and strategic solutions. But, it seems to have become a buzzword and is …
Boom! Import tariffs are up. Rising uncertainty is increasing global tensions. The economy is shaking again. As a result, Customers get anxious and keep everything on hold. Salespeople don’t like this. Many get nervous. Some become de-motivated, depressive even. I …
One month into the new year, it is time to prepare for serious growth in the next three months. Have a look at the opportunities you are currently working on. What is your forecast? Does it look grim or promising? What …
Episode 7 I was recently asked what, from my experience, is the biggest challenge salespeople face when prospecting. Prospecting Guru Jeb Blount (Fanatical Prospecting) claims that: Establish value quickly is one of the top challenges for salespeople when prospecting. I …
Episode nr. 5 In the previous episode, I shared with you the best way of getting customers to lean in: The successful method SHOW-VERIFY-ASK and using 3rd party research drives customer interest, curiosity and, ultimately, more opportunities. The next step …
Episode nr. 6. If you are a salesperson, how often have you heard this question from your Sales Manager? I think this is no longer the right question. It doesn’t help the salesperson at all, and here is why. Straight …
This is episode Nr. 3 of the Newsletter “From The Buyer’s Perspective” In the previous episode, I shared “my ChatGPT prompts to help Salespeople” prepare for their sales meetings. The results of these prompts are answer summaries of So, how …
This is the 4th episode of the newsletter “From the Buyer’s Perspective”. In this episode, I share a successful method of getting customers to lean in; if you do this well, I guarantee you will sell more. Who Discovers? In …
This is the second episode of the Newsletter “From The Buyer’s Perspective”. One of the principles of Selling with the Buyer’s perspective is helping; Selling is helping. As a salesperson, your objective is to help customers grow their business. This …
This is the first episode of the Newsletter “From The Buyer’s Perspective”. Answering the Newsletter Headline, “How to sell by seeing the world through the buyer’s eyes“, starts by being conscious of what buyers want from salespeople. If you have been …