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. …
Mary was ready for a meeting with senior stakeholders when her eyes caught the cover of a “Storytelling in Business” book. It was just lying there on top of the coffee table, between some company magazines and a newspaper from …
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 …
Episode nr. 5 In the previous episode, I shared with you the best way of getting customers to lean in: The successful method SHOW-VERIFY-ASK and using 3rd party research drives customer interest, curiosity and, ultimately, more opportunities. The next step …
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 …
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 …
Sharing insights through storytelling is the best way to change someone’s perspective, both in everyday life and in business. As Paul Smith says in his book Sell With a Story, stories sell! And the salespeople who can tell a good …
Let’s face it: calling on Prospects is not easy. You already know the answer when you ask how content they are with your competitor. Why should they change? They may have been loyal to your competitor for years. And your …
The Insight how visions stall and how you can help
When you think you don’t sell a commodity, but your buyers do.
Stop hoping for opportunities, start creating your own success
Do your own research with top customers and use that for sharing insights through storytelling.