The preparation of calls and meetings is changing. Are you preparing with the buyer’s perspective?
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.
Keeping your customers’ loyalty is as hard work as prospecting for new business.
If you have not made your New Year Resolutions list, as yet consider these three to become the best in 2021. One, two three..too many!
Like anything new, the new way of selling does not come easy. It requires to go against your habits, be good at counting and patience.
I am honored to be asked by Tom Pisello to appear as a guest on his sales podcast.
More or less forced upon us, virtual selling is the new normal. Get yourself up-to-speed with what works and what doesn’t.
Who does not know the Magic Wand question to get customers revealing their dissatisfaction? The time has come to change the magic.
In the eyes of the customer, there is no perfect supplier. To the buyer, you just don’t stand out enough. You and your competitors all look the same. They much prefer to fix than change. A preference you need to reverse.
In the new way of selling sharing insights is an important skill. But what if one insight is not enough?
If your traditional sales approach is not working, how should a modern sales approach look like?
One thing many salespeople are struggling with is that their current sales approach becomes less and less effective. What is causing this and what needs to be done?
Upgrade your discovery phase questions or you will always fight on price
The new way of selling requires a deeper understanding of the buying room. You need to know more than who the Decision Makers, Influencers and Users are.
There is an evolution going on in Sales. Which path are you taking?
How would customers and prospects rate you in terms of trust and your ability to advice?