Aren’t we all looking for tips on how to close opportunities? But how could anyone possibly write tips to close opportunities successfully, knowing that every customer’s situation and challenges are different? Well, over the last six months, I have observed …
Let’s face it: what you are hoping for is not happening, and it hurts your income. The economy is not bouncing back. As a result, salespeople get anxious and… nervous. Some become de-motivated, depressive even. Personally, I have been through …
The other day, I was approached by a software supplier who asked me if I wanted our sales force to become Trusted Advisors. The question was out of context because that was not what we discussed at that stage. Regularly, …
Joe looked at the calendar. Q3 was already halfway, and October was on the doorstep. His sales performance wasn’t excellent, but neither were his sales colleagues. Plus, the economic dip wasn’t working in anyone’s favour. He picked up the phone …
In his book Jolt, Matt Dixon wrote that 40-60% of opportunities salespeople pursue go dark, meaning they are waiting endlessly for a buyer’s decision. It’s not that these buyers cannot decide on the details or price of your proposal or …
Imagine you go to a customer carrying a box. Not a big one, just a regular size, big enough for a few A4 envelopes. You take it under one arm. Once in the customer’s office, you put the box on …
One of the most challenging things in life is changing habits. In sales, it’s not different. Those trained on how to Sell with the Buyer’s Perspective recognize this without any doubt. What you learn in theory is all good, but …
Imagine you are a Marketing Manager in a company that is looking for growth opportunities that could determine the next three years’ strategy. You are required to submit a business case and recommend a possible change of supplier(s) to your …
Welcome to a series of podcasts where I will interview several Thought-Leaders and Salespeople on the topic of Sales Transformation. I will ask for their advice and practical tips for sales frontline managers and Sales Leaders to make their sales transformation …
Buyers and Sellers have something in common: They find themselves stuck in the middle. To get out of that situation and become more successful both require a strategic focus. Unfortunately, the more they give in to taking the easier, tactical …
Deep dive with me for a moment into the world of a customer looking for the next growth opportunity. Say we have Harry, Elise, Lily and Peter as the primary stakeholders concerned with this task and doing their research individually …
When I was talking to Bram van Aken last week in the second podcast of the Sales Transformation Made Easy, I recognized again that, in theory, Selling with the Buyer’s Perspective is inspiring, motivational and the logical thing to do, …
Welcome to a series of podcasts where I will interview several Thought-Leaders and Salespeople on the topic of Sales Transformation. I will ask for their advice and practical tips for sales frontline managers and Sales Leaders to make their sales transformation …
When I was a teenager, one day, my dad came home with four huge trays filled with beautiful flowers and small plants. He helped one of his clients at the famous Flower Auction in Aalsmeer (NL), and when leaving, they …
Welcome to a series of podcasts where I will interview several Thought-Leaders and Salespeople on the topic of Sales Transformation. I will ask for their advice and practical tips for sales frontline managers and Sales Leaders to make their sales transformation easier.
This is a special blog post for Sales Leaders. “Change is an exciting thing”. It can bring growth, valuable experiences, creativity and positive outcomes. “Change is also difficult”. It requires a person to step into the unknown and let go …