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 …
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 …
This is the first episode of the Newsletter “From The Buyer’s Perspective”. Answering the Newsletter Headline, “How to sell by seeing the world through the buyer’s eyes“, starts by being conscious of what buyers want from salespeople. If you have been …
Many books and articles have been written (and more to come for sure) on how to leverage AI in Sales. Regardless of whether you feel AI is good for sales or us humans in general, the fact remains: It’s only …
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, …
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 …
When you think you don’t sell a commodity, but your buyers do.
Discovering needs is losing ground over Creating Wants.
To get the buyer’s attention you don’t need new sales tricks.
Your influencing starts when you meet with stakeholders, but most of the work is often done without you.
Stop hoping for opportunities, start creating your own success