Once upon a time, selling felt simple. You prepared your meetings with a clear goal. You asked smart discovery questions. You dug into problems and dissatisfactions. Together with the prospect, you defined the need for a solution. Perfect, right?Selling was …
From the many ways AI can help sales performance, here is, according to Gartner research, what the majority of Sales leaders agree on: Pulling actionable insights from AI engines is a major challenge (source Gartner) To earn the right to have …
Most salespeople think they’re guiding the sale. In reality? They’re often misaligned with what buyers actually need at each stage. The #1 Mistake That Stalls Deals You can follow SPIN, MEDDIC, GAP Selling, or any other sales process—but if you …
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 …
Recently, I was at a networking meeting with CEOs, CSOs, and senior sales leaders who all use traditional sales approaches or methodologies. They complained that their salespeople are struggling to meet targets, which, of course, hurts their top-line growth. As …
People asked me if there was one piece of advice I could give salespeople who went through the Selling with the Buyer’s Perspective training. What would that be? Is there one particular skill that needs to be improved, for example, …
When I was talking to Bram van Aken last week in the second podcast of the Sales Transformation Made Easy, I recognized again that, in theory, Selling with the Buyer’s Perspective is inspiring, motivational and the logical thing to do, …
As the year comes to an end, I want to share a story with you. Last week I met with Mike, a seasoned salesman from Manchester, at a Spanish restaurant on the island of Tenerife. We were on our way …
It is time to fix what is broken. Take control again of your sales process.
The writing is on the wall…Your sales process does not fit anymore