Recently, I noticed several LinkedIn posts sharing prospecting tips — especially around how to open meetings. First of all, it shouldn’t even be called a pitch anymore. But I’m happy to see these recommendations finally taking the buyer’s perspective. Back …
Sales Leaders keep pushing their teams to hit targets — but fail to give them the support they actually need. What am I talking about? Selling has moved into a new era. Buyers expect something very different from salespeople today …
Let’s be honest — when did you last pause to reflect on how well you’re Selling with the Buyer’s Perspective? Most salespeople think they’re putting the buyer first, but reality often tells a different story. That’s why I’m inviting you …
Deep dive with me for a moment into the world of a customer looking for the next growth opportunity. Say we have Harry, Elise, Lily and Peter as the primary stakeholders concerned with this task and doing their research individually …
Gaining consensus is the new closing, but often the reality is that the CEO or business owner has the last word before signing a contract. Ideally, you have built your business case for change from the bottom up, meaning you …
This Story is About Sally a Sales Executive on her way to a prospect. She followed up on a lead and shared with me that the opportunity looked promising. I asked her: what is your plan? How will you start …
It’s all about information. A tremendous amount of information exchange occurs when meeting with a stakeholder for the first time. Whether you are prospecting or meeting new stakeholders from existing customers, there is a dialogue full of questions and information …
Recently I was approached by a salesperson selling Sales Enablement platforms. His call was out of the blue, I didn’t know who he was. Before the call, there was no initial contact or even a Linkedin connection. Still, I stayed …
Why Being New to Sales and Common Sense can be an Advantage
Gaining consensus is the new closing. Do you know how to do that?
Sharing information without providing advice is not helping. It creates more confusion.
The preparation of calls and meetings is changing. Are you preparing with the buyer’s perspective?
Buyers struggle with finding the right information for their decision-making. Do you help them personally and digitally?