One thing buyers can smell a mile away is a desperate salesperson. Often, that desperation comes from a lack of turning pipeline opportunities into results. But also from a lack of knowledge of how exactly to sell with the buyer’s …
The Sales Advice is coming to 250 posts. It was pretty hard for me to decide on my favourites. I like them all 🙂 Still, below, I made a selection. There is something for everyone. They are about Defining Trusted …
Some deny it. Others embrace it: The eagerness of continuous learning. For Sales, knowledge is the new value to trade, and it will affect your income. As Jeb Blount says in his book Inked: In Sales, when you out-learn, you …
Yes, coming back to your workspace or working rhythm after a relaxing Christmas and New Year’s break is, for many salespeople, a time to ‘settle in’ again. Many are contacting their top customers to wish them a Happy New Year …
Upon request, I repost this blog about “If Doctors Could Sell.” with additional clarification. Sales Executives and Sales Managers I have been talking to recently found this an excellent example of why it is so much more effective to share …
When I was selling as a Field Sales rep, life was easy. Traffic jams were rare (yes, that does exist). Appointments were relatively easy to get. Prospects were curious about what you had to sell. Without exaggerating, they welcomed you …
Despite you doing your best in selling, your prospect doesn’t want to sign the contract you offered and your opportunity stalls. You are at a dead end. There are objections, price objections even. How do you handle these? According to …
“If you want to adapt to a modern sales approach and sell with the buyer’s perspective, you have to let go of solution selling”. learning new habits is hard unless you want to No one is to blame, not you, …
In the past, success in sales depended very heavily on the salesperson’s sales acumen. Although Sales Acumen is still needed, to make a difference and add value to the customer conversation you need to be able to talk business. To be a top salesperson now your Business Acumen supersedes your Sales Acumen.
An Accenture report claims that more than 90% of decision-makers never respond to cold calls. In addition, recent Gartner studies reveal that the old fashioned lead generation “spray and pray strategy” results in only a 2% response rate. That’s not much. In …
My son came to me the other day saying, ” Papa, I don’t need a piano tutor anymore. The lessons are kind of boring, and I found piano applications on the internet much more interesting”. He showed me what he …
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 …
Recently I was approached by a salesperson selling Sales Enablement platforms. His call was out of the blue, I didn’t know who he was. Before the call, there was no initial contact or even a Linkedin connection. Still, I stayed …
Go back to your stalled opportunities -with confidence- after this self coaching reflection
Putting your patience to test will help you in the new way of selling