Some salespeople are very creative in nudging customers to like them and be top of mind just in case their competitors drop the ball. Many companies have their own gift stores so that sales execs can leave ‘Goodies’ like calendars, …
Putting your patience to test will help you in the new way of selling
We have all done it and are still experiencing it when prospecting: stumbling over your words because your customer reacts differently to what you expected. In particular, when meeting with someone you have never met, your brain must work hard …
Last week, I observed some salespeople preparing their meetings with Prospects and Customers, and something hit me hard and clearly: Despite the training on modern selling skills [Selling with the Buyer’s Perspective] our Solution-Selling-DNA sits so deep in us engrained, …
One of Jeb Blount’s famous quotes is, “Overcoming doesn’t work. There is a universal law of human behaviour: You cannot argue another person into believing that they are wrong. The more you push another person, the more they dig their …
In the fast-paced world of sales, adaptability is critical. AI is approaching at an accelerating pace as an everyday source of information. You may have read articles claiming that AI will take over human beings’ jobs. For Sales, nothing is …
Despite you doing your best in selling, your prospect doesn’t want to sign the contract you offered and your opportunity stalls. You are at a dead end. There are objections, price objections even. How do you handle these? According to …
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 …
Aren’t we all looking for tips on how to close opportunities? But how could anyone possibly write tips to close opportunities successfully, knowing that every customer’s situation and challenges are different? Well, over the last six months, I have observed …
Let’s face it: what you are hoping for is not happening, and it hurts your income. The economy is not bouncing back. As a result, salespeople get anxious and… nervous. Some become de-motivated, depressive even. Personally, I have been through …
In the past, success in sales depended very heavily on the salesperson’s sales acumen. Although Sales Acumen is still needed, to make a difference and add value to the customer conversation you need to be able to talk business. To be a top salesperson now your Business Acumen supersedes your Sales Acumen.
When you prepare for a meeting with a Prospect, several things go through your head. How will you start the meeting? What do you know about the company, and what information is still missing? What role does the person you …
Tomorrow, we will meet with Keith Lubner of SalesGravy at the DHL Express Sales Champions Club event in Hanoi, Vietnam. We are super excited because Keith will run a Fanatical Prospecting keynote and workshop with our 125 sales champions of …
There we go, the start of a new year, 365 days. Traditionally in the first month or two, we make promises. We chase them in the following nine months and keep the last month for reflection and preparation for the …
Making that first call to a prospect has never been more challenging than today. Prospecting is hard. More than half of salespeople believe it’s more difficult to get in front of Prospects than five years ago. You may ask yourself what …
An Accenture report claims that more than 90% of decision-makers never respond to cold calls. In addition, recent Gartner studies reveal that the old fashioned lead generation “spray and pray strategy” results in only a 2% response rate. That’s not much. In …