In our world, where we have access to more information and more options, making decisions is more difficult. So, we need additional input from Likes, Reviews and Recommendations. We all do this. Not only in B2C but also your customers …
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 …
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 …
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 …
Salespeople are challenged in today’s information-rich buying environment to engage productively with B2B buyers and secure quality opportunities. One of the reasons behind this challenge is the Customer’s distrust. When sharing information with Customers, I am sure we all have encountered ‘Customer …
Imagine you go to a customer carrying a box. Not a big one, just a regular size, big enough for a few A4 envelopes. You take it under one arm. Once in the customer’s office, you put the box on …
Imagine you are a Marketing Manager of an SME type of company. Senior management has asked you to come up with a plan to grow their business in the next three years. Where would you start? You would use research …
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 …
