Inspired by a McKinsey perspective, this article connects global trade shifts to modern buying behavior—and explains what sales leaders must change if they want their teams to stay relevant.
When people ask me what sits at the heart of Selling is Helping, they often expect a complex answer. Frameworks.Techniques.Methodologies. But the truth is simpler. At its core, Selling is Helping exists because buying a growth idea has become incredibly …
Modern buyers don’t need more meetings.They need better conversations.If I were a buyer, here’s who I would politely decline meetings with salespeople who… 1. Come half-prepared to meetingsBecause preparation means you respect my time.If you haven’t invested time to understand …
Gaining commitment is where most sales conversations quietly break down. Not because buyers say no.But because salespeople ask for commitment without preparing for it. Let me ask you a few honest questions Do you: And here’s the uncomfortable one:Is your …
Jason walked into our coaching session with that familiar look. Not frustration.Not panic.More… confusion. “The meeting was fine,” he said.“Discovery went well.” Jason is not a beginner.He’s a seasoned key account manager.Trusted by customers.Quick to build rapport.The kind of salesperson …
Spoiler: It’s no longer what it used to be. For decades, customers gravitated toward a certain kind of salesperson. The ones who excelled in a world where sellers controlled the information, meetings followed a predictable script, and the “best” reps …
The Big Misconception: Buyers Want a Smooth Sales Pitch For decades, sales success meant polished pitches and perfect closes.But here’s the hard truth: modern buyers don’t need your pitch.They already have data, peer reviews, and market insights.What they lack isn’t …
You’ve likely heard this quote often attributed to Albert Einstein: “Insanity is doing the same thing over and over again and expecting different results” For scientists, this is a fundamental truth. It’s what drives innovation—changing inputs to deliver better outcomes. …
In today’s complex world, buyers need second opinions. While they have access to Marketing budgets, independent research, and increasingly advanced AI tools to explore what’s moving and shaking in their industry, they also understand that human interaction is essential. It …
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 …
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 …
A salesperson reached out to me, asking if I could walk her through the concept of “Gaining Consensus is the New Closing.” She is facing multiple stakeholders, of which the Marketing Director is her Change Champion. She had valuable conversations …
Sales Leaders keep pushing their teams to hit targets — but fail to give them the support they actually need. What am I talking about? Selling has moved into a new era. Buyers expect something very different from salespeople today …
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 …
This is the second episode of the Newsletter “From The Buyer’s Perspective”. One of the principles of Selling with the Buyer’s perspective is helping; Selling is helping. As a salesperson, your objective is to help customers grow their business. This …