When people ask me what sits at the heart of Selling is Helping, they often expect a complex answer. Frameworks.Techniques.Methodologies. But the truth is simpler. At its core, Selling is Helping exists because buying a growth idea has become incredibly …
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 …
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 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 …
I am thinking of buying an electric car. Biting the bullet of living by our principles and going sustainable, our family decided that prolonging needed to change into commitment. So, last weekend, my wife and I blocked Saturday morning to …
Recently, I was at a networking meeting with CEOs, CSOs, and senior sales leaders who all use traditional sales approaches or methodologies. They complained that their salespeople are struggling to meet targets, which, of course, hurts their top-line growth. As …
This isn’t a quote from any famous person, but I gets the attention of salespeople who want to sell more. Looking at your closing ratios, you realize that something needs to be done to earn those similar commission checks from …
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 …
Returning home from another Discover with the Buyer’s Perspective sales training, I want to share with you what I think is one of the biggest challenges we face as salespeople in our transformation to become Trusted Advisors: We are all …
I have been writing a lot about Selling with the Buyer’s Perspective. Thousands of sales executives are using this new selling approach with great results worldwide. Something is worrying me, though: when the going gets tough, and sales directors and …
Some deny it. Others embrace it: The eagerness of continuous learning. For Sales, knowledge is the new value to trade, and it will affect your income. As Jeb Blount says in his book Inked: In Sales, when you out-learn, you …
Joe looked at the calendar. Q3 was already halfway, and October was on the doorstep. His sales performance wasn’t excellent, but neither were his sales colleagues. Plus, the economic dip wasn’t working in anyone’s favour. He picked up the phone …
What does the Buying Room of your dream opportunity look like? How many stakeholders does it have? What is their role, and for what function? Who is influencing who, and where are they on the Buying clock? What insightful information …
Recently, I spoke to a front line Sales person asking about her experience so far with the new way of selling. She felt she was perceived as more credible and insightful in meetings. In addition, stakeholders gave her feedback that …
In the new way of selling, customer interest is created when you come with something insightful to their table. You provide new, valuable information that shines a different perspective on their challenges. That insight evolves for the customer into wondering …