A salesperson reached out to me, asking if I could walk her through the concept of “Gaining Consensus is the New Closing.” She is facing multiple stakeholders, of which the Marketing Director is her Change Champion. She had valuable conversations …
I am sure you have encountered the following situation many times: You are at a dinner party, and your friend asks you and your buddies: “Who has seen a great movie on Netflix lately? I Am looking to recommend one …
I am currently delivering a sales training in Shanghai. What a beautiful modern city that is. You notice progression and innovation wherever you look. Impressive skyscrapers surround the famous Huangpu River and the traditional old town. The streets are clean, …
By the end of this month, you will have ninety days left to reach your sales quota for 2023. Without a doubt, you need revenue acceleration. Winning the business from big dream accounts would help. But, in general, bigger opportunities …
One of the challenges in the new way of selling is finding and motivating a stakeholder to become a Change Champion for you. Someone who will act on your behalf when you are not there. A person who involves and …
Preparing for a meeting with a potential customer, think about how you can spice this up in the sense that your stakeholder will actually do something after the meeting. How often do you have meetings and in the end, actually …
What does the Buying Room of your dream opportunity look like? How many stakeholders does it have? What is their role, and for what function? Who is influencing who, and where are they on the Buying clock? What insightful information …
Your influencing starts when you meet with stakeholders, but most of the work is often done without you.
Close every meeting by asking for a next commitment. Exchange what is needed and relevant at that time
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.
If your traditional sales approach is not working, how should a modern sales approach look like?
Slowing down is challenging for salespeople. But needed to match the pace of the buyer, so you can finish together.
Buyers have changed. Their world is more complex. To push your opportunity forward, you need some help from someone on the inside.