Best-in-class companies close 30% of qualified leads, while average companies close 20% (Spotio). High Performers do at 50% closures a lot better. How are high performers different from the rest? Understanding why B2B customers say no and how they respond to …
How good are your skills in pitching your business case into simple math? Who benefits from the economic downturn? Is inflation slowing down? Are we coming out of the economic downturn? Well, it depends on where you live. Just review …
I read an interesting article about the odds of becoming a professional football player. Who doesn’t want to be a Messi or Ronaldo? They seem to have reached the holy grail of soccer. They are stars and role models and …
In the past, success in sales depended very heavily on the salesperson’s sales acumen. Although Sales Acumen is still needed, to make a difference and add value to the customer conversation you need to be able to talk business. To be a top salesperson now your Business Acumen supersedes your Sales Acumen.
Let’s face it: calling on Prospects is not easy. You already know the answer when you ask how content they are with your competitor. Why should they change? They may have been loyal to your competitor for years. And your …
At a recent ” new way of selling” training, a discussion arose around the differences between a Sales Person and a Trusted Advisor. You can put either title on your business card, but in simple terms, both rely on the …
Facts: 87 percent of all companies go through a growth stall at some point If management cannot turn a company around within a few years, the odds are that it will never again see healthy top-line growth again (HBR). When …
Show your business acumen and help your customers and prospects achieving exponential growth
Be constantly curious about the crystal ball of your customers
Stop Thinking The Way You Have Been Trained To Think
The Insight how visions stall and how you can help
Discovering needs is losing ground over Creating Wants.
To get the buyer’s attention you don’t need new sales tricks.
Your challenge for this week:
How do you deal with procurement in the new way of selling?