I was interviewed last week as part of a research project by Gartner. They recognized our sales transformation program, “Sell Like Never Before”, as an industry-leading initiative; hence, they were curious about the changes we have seen with salespeople and …
Last week I listened to a podcast from Victor Antonio with Matt Dixon (Remember, from the book The Challenger Sales?). Dixon, a researcher on sales behaviours, has recently written a book, The JOLT Effect. It’s about how high performers overcome …
This Story is About Sally a Sales Executive on her way to a prospect. She followed up on a lead and shared with me that the opportunity looked promising. I asked her: what is your plan? How will you start …
Is your learning preference listening to Podcasts? Then there is good news. Whether you are in the Gym, walking the dog or just going for a run, from now on, you can listen to TheSalesAdvice via: Spotify Apple Podcasts Google …
Loyal readers of thesalesadvice may have noticed that I have been posting lately more views about how to become better at a Discovery Conversation. In the end, after what you have learned about the new way of selling, you need …
Reciprocity: the practice of exchanging things with others for mutual benefit The type of value you bring to a meeting has changed. In the past, the customer allowed us to ask many questions. The customer was more open to being …
It’s all about information. A tremendous amount of information exchange occurs when meeting with a stakeholder for the first time. Whether you are prospecting or meeting new stakeholders from existing customers, there is a dialogue full of questions and information …
I was honoured to be the keynote speaker at the Barcelona DHL Express Sales Champions Club celebration a few weeks ago. The theme of my message was: SellLikeNeverBefore- Help Each Other. Let’s face it, letting go of a sales approach …
Customers who have a ” Service in Place” rarely spend time actively looking for alternative suppliers. Why should they? Because they may have been working hard to get to that situation. In their mind, finally, they have peace of mind. …
Without a doubt, the salespersons facing the biggest challenges in the new way of selling are the Sales Managers because they started their sales transformation journey simultaneously with their sales teams. This means they had to help and coach their …
If doctors could sell, they would do a much better job influencing patients to stop smoking, start a proper diet and commence regular exercises. However, that is if they would know and apply the new way of selling skills. In …
Perception is a belief or opinion based on how things seem; it’s the way someone thinks or feels about something. For example, prospects are, in general, content with what they have. If you ask them: “if anything, what could be …
Enrich customers and prospects with new information to change their perspective.
The message from buyers to salespeople is clear. Help me to disrupt or you will be the disrupted