Stuart, a sales rep for an Express Courier Logistics provider based in the UAE, looked at me with a sad face. What happened? I asked. He answered that he had lost another customer to a Forwarder who offered a much …
Sales leaders are making a big mistake by putting all their AI eggs in one basket. Ironically, they are “sold” by technical AI companies that efficiency is the most important initiative in B2B sales. Hence, they invest in those that …
From the many ways AI can help sales performance, here is, according to Gartner research, what the majority of Sales leaders agree on: Pulling actionable insights from AI engines is a major challenge (source Gartner) To earn the right to have …
That moment when a sales rep says, “I’m not here to push anything,”…and then proceeds to ask questions only to uncover pain points.Looking for the perfect hook to pitch their solution. By then?❌ The buyer has already checked out.❌ They …
In our world, where we have access to more information and more options, making decisions is more difficult. So, we need additional input from Likes, Reviews and Recommendations. We all do this. Not only in B2C but also your customers …
I am sure you have encountered the following situation many times: You are at a dinner party, and your friend asks you and your buddies: “Who has seen a great movie on Netflix lately? I Am looking to recommend one …
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.
I am honored to be asked by Tom Pisello to appear as a guest on his sales podcast.