One month into the new year, it is time to prepare for serious growth in the next three months. Have a look at the opportunities you are currently working on. What is your forecast? Does it look grim or promising? What …
Episode 7 I was recently asked what, from my experience, is the biggest challenge salespeople face when prospecting. Prospecting Guru Jeb Blount (Fanatical Prospecting) claims that: Establish value quickly is one of the top challenges for salespeople when prospecting. I …
Episode nr. 5 In the previous episode, I shared with you the best way of getting customers to lean in: The successful method SHOW-VERIFY-ASK and using 3rd party research drives customer interest, curiosity and, ultimately, more opportunities. The next step …
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 4th episode of the newsletter “From the Buyer’s Perspective”. In this episode, I share a successful method of getting customers to lean in; if you do this well, I guarantee you will sell more. Who Discovers? In …
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 super excited that today I launched my “From the Buyer’s Perspective Newsletter” “From the Buyer’s Perspective” is a weekly newsletter dedicated to helping sales professionals master the art of selling by seeing the world through their buyers’ eyes. …
2025 promises to be a year full of exciting opportunities and growth. Why? Despite gloomy economic forecasts, you know how to stand out from the crowd by selling with the buyer’s perspective. You leave your competition behind and eat their …
Dear TheSalesAdvice Readers, As the year draws to a close, I want to take a moment to extend my heartfelt greetings to every one of you. Wherever you are in the world, this season is a wonderful opportunity to pause …
I posted a blog about the benefits of sending an agenda only five weeks ago. Then, last week, I was facilitating a training for Enterprise salespeople where this came up again (thanks Warren van Dyk) and I realized more and …
Some of you know that I am a huge Ajax fan. Ajax Amsterdam is one of the oldest soccer clubs in the Netherlands and was the home of many famous players, such as Johan Cruyff, Marco Van Basten, and Dennis Bergkamp.They have …
Last week, someone asked me: From your experience, what are the top 3 challenges a salesperson should overcome to sell more? That is a good question. Why? From what I have seen in the field and on the floor, Sales …
When you Sell with the Buyer’s Perspective and follow a sales process aligned with the buying process, you realize that customers perceive you differently than any other salesperson. In their view, you are not a salesperson at all. Because of …
Sending an agenda to your contact person before a meeting sounds fundamental, but from my experience, not many salespeople do this or are not doing it well. There may be reasons why this is not done. Salespeople are busy people, …
We have been waiting quite a long time for new research about B2B buying experiences and behaviours. But now it is out there. Thank you, Mark Savinson, for sharing. It reveals many insights that prove that B2B Buyers are less …
Loyal readers have asked me to create another quiz. Challenging yourself by taking quizzes is an excellent way of reinforcement. If this is your first Selling with the Buyer’s Perspective quiz, you may want to start with one of the …