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 …
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: …
Best-in-class companies close 30% of qualified leads, while average companies close 20% (Spotio). High Performers do at 50% closures a lot better. How are high performers different from the rest? Understanding why B2B customers say no and how they respond to …
Putting your patience to test will help you in the new way of selling
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 …
Sales Managers…Prepare your list for 2021. What will you focus on to help your sales team to be the best in the industry?
Salespeople are very good selling opportunities for the customer when changing. But what about selling the risks of not changing?
Putting your patience to test will help you in the new way of selling
Be constantly curious about the crystal ball of your customers
Why Being New to Sales and Common Sense can be an Advantage
Changing the way you sell is challenging. Here are 3 golden tips.
When you think you don’t sell a commodity, but your buyers do.
Transforming to Selling with the Buyer’s Perspective takes time and effort. A comparison to Selling with the Seller’s Perspective will help
Discovering needs is losing ground over Creating Wants.