Once upon a time, selling felt simple. You prepared your meetings with a clear goal. You asked smart discovery questions. You dug into problems and dissatisfactions. Together with the prospect, you defined the need for a solution. Perfect, right?Selling was …
In a 2024 study by Salesforce, 67% of sales professionals didn’t expect to meet their quotas that year, and 84% missed them the year before. According to Forrester, the average sales target achievement for B2B sales organizations is 47%, indicating …
Loyal readers of thesalesadvice may have noticed that I have been posting lately more views about how to become better at a Discovery Conversation. In the end, after what you have learned about the new way of selling, you need …
The writing is on the wall…Your sales process does not fit anymore
To overcome objections is outdated. Instead, focus on uncovering and resolving concerns.
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?