Inspired by a McKinsey perspective, this article connects global trade shifts to modern buying behavior—and explains what sales leaders must change if they want their teams to stay relevant.
Gaining commitment is where most sales conversations quietly break down. Not because buyers say no.But because salespeople ask for commitment without preparing for it. Let me ask you a few honest questions Do you: And here’s the uncomfortable one:Is your …
Spoiler: It’s no longer what it used to be. For decades, customers gravitated toward a certain kind of salesperson. The ones who excelled in a world where sellers controlled the information, meetings followed a predictable script, and the “best” reps …
How is your Q4 sales forecast? Your methods are outdated. Q4 is around the corner, and so is change. Let me help you meet or exceed your Q4 targets.
The Big Misconception: Buyers Want a Smooth Sales Pitch For decades, sales success meant polished pitches and perfect closes.But here’s the hard truth: modern buyers don’t need your pitch.They already have data, peer reviews, and market insights.What they lack isn’t …
Once upon a time, selling felt simple. You prepared your meetings with a clear goal. You asked smart discovery questions. You dug into problems and dissatisfactions. Together with the prospect, you defined the need for a solution. Perfect, right?Selling was …
Deals stall because the meeting with the CEO didn’t go as planned. We all have been there. When the time comes to present to the CEO, you need to prepare yourself to be for 20-30mins in a different dimension. CEOs …
BASED ON A TRUE STORY. Are you struggling with finding the right insight to get the customer’s attention? When lacking insights, do you default back to “pitching” your solution? I believe your customer will not see your solution as insightful. …
Mary was ready for a meeting with senior stakeholders when her eyes caught the cover of a “Storytelling in Business” book. It was just lying there on top of the coffee table, between some company magazines and a newspaper from …
I have been asked to help companies turn their Account Managers into revenue-generating Sales Machines. In the current environment, more and more companies find themselves in the situation where their Account Managers focus predominantly on their existing accounts rather than …
I have observed numerous Pipeline Reviews conducted by managers with their sales teams. Here is what I think Sales Managers could do better. Pipeline Health Prepare the following three kpi’s, ask your salesperson to do the same. Ideally, these are …
You’ve likely heard this quote often attributed to Albert Einstein: “Insanity is doing the same thing over and over again and expecting different results” For scientists, this is a fundamental truth. It’s what drives innovation—changing inputs to deliver better outcomes. …
Selling with the Buyer’s Perspective – Wherever You Are Whether you’re commuting, walking the dog, or taking a break between meetings — this podcast series is your companion for sales mastery.These 64 bite-sized episodes are based on real insights, written …
Recently, I noticed several LinkedIn posts sharing prospecting tips — especially around how to open meetings. First of all, it shouldn’t even be called a pitch anymore. But I’m happy to see these recommendations finally taking the buyer’s perspective. Back …
In today’s complex world, buyers need second opinions. While they have access to Marketing budgets, independent research, and increasingly advanced AI tools to explore what’s moving and shaking in their industry, they also understand that human interaction is essential. It …
A salesperson walks into a prospect’s office for the first time. It’s a warm Tuesday afternoon, and under their arm, they’re carrying a plain, ordinary box—about the size of a few A4 folders. Nothing fancy. No logo. No label. Just …