I am sure you have encountered the following situation many times: You are at a dinner party, and your friend asks you and your buddies: “Who has seen a great movie on Netflix lately? I Am looking to recommend one …
Preparing for a meeting with a potential customer, think about how you can spice this up in the sense that your stakeholder will actually do something after the meeting. How often do you have meetings and in the end, actually …
Sales Managers…Prepare your list for 2021. What will you focus on to help your sales team to be the best in the industry?
Your influencing starts when you meet with stakeholders, but most of the work is often done without you.
There are no magic tricks or watertight scripts that help you with increasing your closing ratio. The change you have to make is more fundamental.
A K.I.S.S. and some self-reflection is all you need to become a better salesperson
Keeping your customers’ loyalty is as hard work as prospecting for new business.
The modern way of controlling a discovery meeting is different and requires skills like a captain.
Sales Managers…Prepare your list for 2021. What will you focus on to help your sales team to be the best in the industry?
I am honored to be asked by Tom Pisello to appear as a guest on his sales podcast.
If your traditional sales approach is not working, how should a modern sales approach look like?
The new way of selling requires a deeper understanding of the buying room. You need to know more than who the Decision Makers, Influencers and Users are.
The new way of responding to questions like “Is this your lowest price?” or “Can you better than that?”.
Slowing down is challenging for salespeople. But needed to match the pace of the buyer, so you can finish together.
When people seem to be busy and have no time to talk to you, ask them what they are busy with and why. Then, respond with a story to get their attention.
Buyers have changed. Their world is more complex. To push your opportunity forward, you need some help from someone on the inside.