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 …
How often do you find yourself scrolling through Instagram, TikTok, or LinkedIn, hunting for quick sales tips that promise to transform your results? Searching for that silver bullet to make selling easier? Let me save you some time: it doesn’t …
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 …
Returning home from another Discover with the Buyer’s Perspective sales training, I want to share with you what I think is one of the biggest challenges we face as salespeople in our transformation to become Trusted Advisors: We are all …
Yes, coming back to your workspace or working rhythm after a relaxing Christmas and New Year’s break is, for many salespeople, a time to ‘settle in’ again. Many are contacting their top customers to wish them a Happy New Year …
Many people make them, but not many actually keep them: New Year’s Resolutions. If you have your mind set on hitting home runs this year in Sales, then here is a list that will help you. For loyal thesalesadvice followers, …
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, …
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, …
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 …
In the new way of selling, customer interest is created when you come with something insightful to their table. You provide new, valuable information that shines a different perspective on their challenges. That insight evolves for the customer into wondering …
B2C and B2B insights There is this wrong belief that insight selling is something new. It isn’t. Not in B2B or B2C. In the latter, we as consumers are exposed to insights all the time: for example, when we are …
What is your test result to sell with the buyer’s perspective?
Why Being New to Sales and Common Sense can be an Advantage
Your influencing starts when you meet with stakeholders, but most of the work is often done without you.
It is time to fix what is broken. Take control again of your sales process.
To achieve growth you need to focus on the right opportunities. Use the Pipeline Shuffle to determine which non-successful opportunities are worthwhile to revisit.