In today’s complex world, buyers need second opinions. While they have access to Marketing budgets, independent research, and increasingly advanced AI tools to explore what’s moving and shaking in their industry, they also understand that human interaction is essential. It …
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 …
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 …
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 …
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 …
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: …
Some salespeople are very creative in nudging customers to like them and be top of mind just in case their competitors drop the ball. Many companies have their own gift stores so that sales execs can leave ‘Goodies’ like calendars, …
If you are a loyal follower of my blog, you know I am passionate about how the psychology of selling can make us better sellers. The title, Listen to Understand, not Listen to Sell, makes you reflect on how a …
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, …
I observed a mother looking at her child, who was so engrossed in his mobile phone that he walked straight into the dining table! With a mix of disbelief and amusement, the mother couldn’t resist saying, “Hey, little smartphone addict, …
Facts: 87 percent of all companies go through a growth stall at some point If management cannot turn a company around within a few years, the odds are that it will never again see healthy top-line growth again (HBR). When …
Show your business acumen and help your customers and prospects achieving exponential growth
A new generation of salespeople is currently developing themselves to Sell with the Buyer’s Perspective. They are letting go of their traditional sales process and are connecting differently with their customers and prospects. These early adopters do everything they can …
Be constantly curious about the crystal ball of your customers