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 …
Some of you know that I am a huge Ajax fan. Ajax Amsterdam is one of the oldest soccer clubs in the Netherlands and was the home of many famous players, such as Johan Cruyff, Marco Van Basten, and Dennis Bergkamp.They have …
Putting your patience to test will help you in the new way of selling
Some deny it. Others embrace it: The eagerness of continuous learning. For Sales, knowledge is the new value to trade, and it will affect your income. As Jeb Blount says in his book Inked: In Sales, when you out-learn, you …
The other day, I was approached by a software supplier who asked me if I wanted our sales force to become Trusted Advisors. The question was out of context because that was not what we discussed at that stage. Regularly, …
I read an interesting article about the odds of becoming a professional football player. Who doesn’t want to be a Messi or Ronaldo? They seem to have reached the holy grail of soccer. They are stars and role models and …
Last week I listened to a podcast by Aaron Evans, Matt Dixon, Anthony Iannarino and Todd Caponi. It was all around the shocking research statistic that when customers are looking for new ideas and solutions to grow their business, a …
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 …
Speaking, writing and reading are integral to everyday life, where language is the primary tool for expression and communication. Language plays a big role in how others perceive your world and theirs. Not only can the words you use make …
Customers who have a ” Service in Place” rarely spend time actively looking for alternative suppliers. Why should they? Because they may have been working hard to get to that situation. In their mind, finally, they have peace of mind. …
Perception is a belief or opinion based on how things seem; it’s the way someone thinks or feels about something. For example, prospects are, in general, content with what they have. If you ask them: “if anything, what could be …
At a recent ” new way of selling” training, a discussion arose around the differences between a Sales Person and a Trusted Advisor. You can put either title on your business card, but in simple terms, both rely on the …
Selling has been seen for too long as a skill of convincing others to buy something from you. Traditional sales books even compare this process as a power play where the seller skillfully uncovers a need or a dissatisfaction of …
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 …
Show your business acumen and help your customers and prospects achieving exponential growth
Go back to your stalled opportunities -with confidence- after this self coaching reflection