Stuart, a sales rep for an Express Courier Logistics provider based in the UAE, looked at me with a sad face. What happened? I asked. He answered that he had lost another customer to a Forwarder who offered a much …
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 …
A salesperson reached out to me, asking if I could walk her through the concept of “Gaining Consensus is the New Closing.” She is facing multiple stakeholders, of which the Marketing Director is her Change Champion. She had valuable conversations …
Why eight? That seems to be a strange number. But it isn’t if you understand that buyers are often in one of the following buying stages: And once you recognise where in these buying stages your stakeholders are, you need …
Sales leaders are making a big mistake by putting all their AI eggs in one basket. Ironically, they are “sold” by technical AI companies that efficiency is the most important initiative in B2B sales. Hence, they invest in those that …
Sales Leaders keep pushing their teams to hit targets — but fail to give them the support they actually need. What am I talking about? Selling has moved into a new era. Buyers expect something very different from salespeople today …
From the many ways AI can help sales performance, here is, according to Gartner research, what the majority of Sales leaders agree on: Pulling actionable insights from AI engines is a major challenge (source Gartner) To earn the right to have …
Apple figured this out very early on. Every button needs to make sense; otherwise, leave it out. Every click or tap performs exactly as you expect. iPhones are super intuitive. Rule No. 1: When you bring out a gadget, tool …
That moment when a sales rep says, “I’m not here to push anything,”…and then proceeds to ask questions only to uncover pain points.Looking for the perfect hook to pitch their solution. By then?❌ The buyer has already checked out.❌ They …
Most salespeople think they’re preparing for sales calls. They are not. If you lead a sales or marketing team, you’ve probably heard this before: “I can use ChatGPT to prep for my customer meeting.” But here’s what your salespeople aren’t …
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 …
When you ask ChatGPT what salespeople wish they knew sooner when it comes to cold calling, these are the top results: Although these are very relevant questions, ironically, fixating on finding answers will not get you anywhere. Who has heard …
It has been over a decade since Matt Dixon and Brent Adamson wrote The Challenger Sale. Fuelled by Gartner’s research, it was a wake-up call for many sales organisations that something had to change in their selling. But what exactly …
Let’s be honest — when did you last pause to reflect on how well you’re Selling with the Buyer’s Perspective? Most salespeople think they’re putting the buyer first, but reality often tells a different story. That’s why I’m inviting you …
Much has been written about why you must sell as a Trusted Advisor. Customers view Trusted Advisors as a credible source of information on industry trends, competition, and strategic solutions. But, it seems to have become a buzzword and is …
Boom! Import tariffs are up. Rising uncertainty is increasing global tensions. The economy is shaking again. As a result, Customers get anxious and keep everything on hold. Salespeople don’t like this. Many get nervous. Some become de-motivated, depressive even. I …