I have been asked to help companies turn their Account Managers into revenue-generating Sales Machines. In the current environment, more and more companies find themselves in the situation where their Account Managers focus predominantly on their existing accounts rather than …
Having the best product, the best solution and the best price doesn’t always turn into a sale. Buyers are looking also what you are bringing to the table. If in the customer’s eyes everything is equal, you become the differentiator.
There is an evolution going on in Sales. Which path are you taking?
Procurement are trained to get the best results for their company. When it comes to negotiating, what tactics do you have to avoid the tear shedding?
Put yourself in the customers’ shoes when you call for a meeting. What do they think? Reverse-engineer that process and use an approach that works for them!
Why do prospects turn you the cold shoulder? You do everything right, or is there something else you have missed?
Research shows that B2B buyers are not sitting still during COVID-19. What are they occupied with and what impact does that have on you when calling on prospects?
Selling without discounting is possible although many salespeople seem to have given up on it. It requires hard work . Nothing comes easy. If it was, we were all already doing it.
A strong message from B2B customers: If you don’t adapt your way of selling, you may be in trouble soon.
Trusted Advisors are salespeople in a different league; they are in a club of strategic thinkers, selling strategic value as a business outcome. Read on how they set themselves apart from the rest.
What is the difference in using the good old consultative approach followed by Features, Advantages and Benefits versus Insight Selling? What, if used very well, is the power of Insight Selling?
New insights how buyers think about their status quo and your offer.
Today, most companies are making decisions based on a consensus of the stakeholders affected by a change of supplier. This is different from the past and requires new selling skills.
Having the best product, the best solution and the best price doesn’t always turn into a sale. Buyers are looking also what you are bringing to the table. If in the customer’s eyes everything is equal, you become the differentiator.
Understanding better what businesses are trying to achieve and why will help you better to sell and add value. Done well, you can become the trigger why they need to change!
Put yourself in the customers shoes when you call for a meeting. What do they think? Reverse-engineer that process and discover an approach that works for them!