BASED ON A TRUE STORY. Are you struggling with finding the right insight to get the customer’s attention? When lacking insights, do you default back to “pitching” your solution? I believe your customer will not see your solution as insightful. …
Do you view overcoming objections as a separate skill somewhere late in the sales process, before a deal can be closed? You are not alone. The majority of salespeople have been trained as such. But there is another way, a more …
Mary was ready for a meeting with senior stakeholders when her eyes caught the cover of a “Storytelling in Business” book. It was just lying there on top of the coffee table, between some company magazines and a newspaper from …
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 …
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 …
A salesperson walks into a prospect’s office for the first time. It’s a warm Tuesday afternoon, and under their arm, they’re carrying a plain, ordinary box—about the size of a few A4 folders. Nothing fancy. No logo. No label. Just …
When you ask ChatGPT what salespeople wish they knew sooner when it comes to cold calling, these are the top results: Although these are very relevant questions, ironically, fixating on finding answers will not get you anywhere. Who has heard …
Boom! Import tariffs are up. Rising uncertainty is increasing global tensions. The economy is shaking again. As a result, Customers get anxious and keep everything on hold. Salespeople don’t like this. Many get nervous. Some become de-motivated, depressive even. I …
Episode 7 I was recently asked what, from my experience, is the biggest challenge salespeople face when prospecting. Prospecting Guru Jeb Blount (Fanatical Prospecting) claims that: Establish value quickly is one of the top challenges for salespeople when prospecting. I …
Episode nr. 6. If you are a salesperson, how often have you heard this question from your Sales Manager? I think this is no longer the right question. It doesn’t help the salesperson at all, and here is why. Straight …
This is episode Nr. 3 of the Newsletter “From The Buyer’s Perspective” In the previous episode, I shared “my ChatGPT prompts to help Salespeople” prepare for their sales meetings. The results of these prompts are answer summaries of So, how …
I posted a blog about the benefits of sending an agenda only five weeks ago. Then, last week, I was facilitating a training for Enterprise salespeople where this came up again (thanks Warren van Dyk) and I realized more and …
An Accenture report claims that over 90% of decision-makers never respond to cold calls. Recent Gartner studies reveal that the old-fashioned prospecting “spray and pray strategy” results in only a 2% response rate. That’s not much. In context, you need to make …
I am thinking of buying an electric car. Biting the bullet of living by our principles and going sustainable, our family decided that prolonging needed to change into commitment. So, last weekend, my wife and I blocked Saturday morning to …
I sometimes get into a debate with my son when I am trying to coach him on schoolwork. Most of these discussions end with my son replying, “I know, Papa, but leave it to me. I just want to learn …
Observing sales executives’ attempts to be insightful in prospect conversations, I often see how much struggle is going on. Despite their efforts, the customer is unengaged and pushes back either by not answering the sales executives’ questions or changing the …