It’s that time of the year again. Homeowners are bombarded with marketing campaigns online and offline for various services, including gas, electricity, internet, phone, and TV. Usually, I throw these straight into the bin. However, this time my curiosity took …
People asked me if there was one piece of advice I could give salespeople who went through the Selling with the Buyer’s Perspective training. What would that be? Is there one particular skill that needs to be improved, for example, …
Last week, I observed some salespeople preparing their meetings with Prospects and Customers, and something hit me hard and clearly: Despite the training on modern selling skills [Selling with the Buyer’s Perspective] our Solution-Selling-DNA sits so deep in us engrained, …
In our fast-moving world, it’s clear that business is changing quickly. Consumers are becoming harder to predict, and small and medium-sized businesses face the risk of becoming commodities. It’s more important than ever for businesses to find something unique to …
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 …
When you ask an audience if their parents were or are in Sales, I bet many hands would go up. Then if you asked them about what they sell, they would know: They sell all kinds of products, solutions or …
Transforming to Selling with the Buyer’s Perspective takes time and effort. A comparison to Selling with the Seller’s Perspective will help
How long can you hold on to the old way of selling?
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
Stop hoping for opportunities, start creating your own success
If you have not made your New Year Resolutions list, as yet consider these three to become the best in 2021. One, two three..too many!
I am honored to be asked by Tom Pisello to appear as a guest on his sales podcast.
There is an evolution going on in Sales. Which path are you taking?