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 …
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 …
Traditional sales approaches taught you to speak to the decision maker, do your sales pitch and close deals. Hard closes, soft closes, it didn’t matter as long as you brought in the revenue. Fast forward to the present; achieving your …
I observed a mother looking at her child, who was so engrossed in his mobile phone that he walked straight into the dining table! With a mix of disbelief and amusement, the mother couldn’t resist saying, “Hey, little smartphone addict, …
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 …
Old closing techniques evolve into intelligent influencing of stakeholders.