In 2020, I co-authored the White Paper “The Evolution of Sales: Adapt to Thrive” with Mark Savinson. It was a soft wake-up call for salespeople to change how they sell to survive. We played with the word “survive” and changed …
I am often asked how to make impactful transitions between the opening of customer meetings and the value you want to create. Transitions are essential, as you probably all experience daily at customer meetings. It’s that moment when the meeting …
Have you ever been in a situation where your contact person shows interest in your business growth ideas but goes silent after a while? You thought you got her commitment to act and share your ideas with other stakeholders, but …
I am thinking of buying an electric car. Biting the bullet of living by our principles and going sustainable, our family decided that prolonging needed to change into commitment. So, last weekend, my wife and I blocked Saturday morning to …
I sometimes get into a debate with my son when I am trying to coach him on schoolwork. Most of these discussions end with my son replying, “I know, Papa, but leave it to me. I just want to learn …
Many books and articles have been written (and more to come for sure) on how to leverage AI in Sales. Regardless of whether you feel AI is good for sales or us humans in general, the fact remains: It’s only …
Selling to Tourists I think I was already selling with the Buyer’s Perspective when I was a tour guide in Europe. Together with four or five colleagues, we guided youngster tourists straight out of their overnight double-decker bus into a …
Recently, I was at a networking meeting with CEOs, CSOs, and senior sales leaders who all use traditional sales approaches or methodologies. They complained that their salespeople are struggling to meet targets, which, of course, hurts their top-line growth. As …
When I visit countries, accompanying salespeople to their customers, I always ask them this question: Why do you think you will win this opportunity from the customer we are about to visit? This time, a sales executive’s answer surprised me: …
This isn’t a quote from any famous person, but I gets the attention of salespeople who want to sell more. Looking at your closing ratios, you realize that something needs to be done to earn those similar commission checks from …
Sally was staring at her pipeline, particularly at that opportunity that did not move forward. At the first meeting a few days ago, her customer contact sounded enthusiastic about what Sally shared. They agreed to call each other by the …
How would you rate your negotiation skills? What is your approach? Do you rely on your experience and wing it as it comes? Or are you consciously accessing sources to gain more knowledge on how you can improve your negotiation …
Salespeople spend 95% of their time alone, on the road, or on the floor. During the remaining 5%, they can improve through coaching by their sales manager. Although enabling coaching from a great sales manager is likely more effective than …
I am sure we all know that feeling when you are working on an opportunity that will make or break achieving your revenue target of the month. The pressure is high, and you want to close. How you approach this …
Sales Managers have been on a journey when it comes to coaching, and that journey has not finished. The role of sales managers is again evolving. However, only those who can move on from being superheroes and fixers (Tinkerbells) will …
Returning home from another Discover with the Buyer’s Perspective sales training, I want to share with you what I think is one of the biggest challenges we face as salespeople in our transformation to become Trusted Advisors: We are all …