Gaining commitment is where most sales conversations quietly break down. Not because buyers say no.But because salespeople ask for commitment without preparing for it. Let me ask you a few honest questions Do you: And here’s the uncomfortable one:Is your …
How is your Q4 sales forecast? Your methods are outdated. Q4 is around the corner, and so is change. Let me help you meet or exceed your Q4 targets.
BASED ON A TRUE STORY. Are you struggling with finding the right insight to get the customer’s attention? When lacking insights, do you default back to “pitching” your solution? I believe your customer will not see your solution as insightful. …
You’ve likely heard this quote often attributed to Albert Einstein: “Insanity is doing the same thing over and over again and expecting different results” For scientists, this is a fundamental truth. It’s what drives innovation—changing inputs to deliver better outcomes. …
Recently, I noticed several LinkedIn posts sharing prospecting tips — especially around how to open meetings. First of all, it shouldn’t even be called a pitch anymore. But I’m happy to see these recommendations finally taking the buyer’s perspective. Back …
Stuart, a sales rep for an Express Courier Logistics provider based in the UAE, looked at me with a sad face. What happened? I asked. He answered that he had lost another customer to a Forwarder who offered a much …
It’s that time of the year again. Homeowners are bombarded with marketing campaigns online and offline for various services, including gas, electricity, internet, phone, and TV. Usually, I throw these straight into the bin. However, this time my curiosity took …
Most salespeople think they’re preparing for sales calls. They are not. If you lead a sales or marketing team, you’ve probably heard this before: “I can use ChatGPT to prep for my customer meeting.” But here’s what your salespeople aren’t …
It has been over a decade since Matt Dixon and Brent Adamson wrote The Challenger Sale. Fuelled by Gartner’s research, it was a wake-up call for many sales organisations that something had to change in their selling. But what exactly …
This is the second episode of the Newsletter “From The Buyer’s Perspective”. One of the principles of Selling with the Buyer’s perspective is helping; Selling is helping. As a salesperson, your objective is to help customers grow their business. This …
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 …
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 …
An Accenture report claims that over 90% of decision-makers never respond to cold calls. Recent Gartner studies reveal that the old-fashioned prospecting “spray and pray strategy” results in only a 2% response rate. That’s not much. In context, you need to make …
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 …
Observing sales executives’ attempts to be insightful in prospect conversations, I often see how much struggle is going on. Despite their efforts, the customer is unengaged and pushes back either by not answering the sales executives’ questions or changing the …