This is the first episode of the Newsletter “From The Buyer’s Perspective”. Answering the Newsletter Headline, “How to sell by seeing the world through the buyer’s eyes“, starts by being conscious of what buyers want from salespeople. If you have been …
I am super excited that today I launched my “From the Buyer’s Perspective Newsletter” “From the Buyer’s Perspective” is a weekly newsletter dedicated to helping sales professionals master the art of selling by seeing the world through their buyers’ eyes. …
2025 promises to be a year full of exciting opportunities and growth. Why? Despite gloomy economic forecasts, you know how to stand out from the crowd by selling with the buyer’s perspective. You leave your competition behind and eat their …
Dear TheSalesAdvice Readers, As the year draws to a close, I want to take a moment to extend my heartfelt greetings to every one of you. Wherever you are in the world, this season is a wonderful opportunity to pause …
Some of you know that I am a huge Ajax fan. Ajax Amsterdam is one of the oldest soccer clubs in the Netherlands and was the home of many famous players, such as Johan Cruyff, Marco Van Basten, and Dennis Bergkamp.They have …
Last week, someone asked me: From your experience, what are the top 3 challenges a salesperson should overcome to sell more? That is a good question. Why? From what I have seen in the field and on the floor, Sales …
When you Sell with the Buyer’s Perspective and follow a sales process aligned with the buying process, you realize that customers perceive you differently than any other salesperson. In their view, you are not a salesperson at all. Because of …
We have been waiting quite a long time for new research about B2B buying experiences and behaviours. But now it is out there. Thank you, Mark Savinson, for sharing. It reveals many insights that prove that B2B Buyers are less …
In 2020, I co-authored the White Paper “The Evolution of Sales: Adapt to Thrive” with Mark Savinson. It was a soft wake-up call for salespeople to change how they sell to survive. We played with the word “survive” and changed …
I am thinking of buying an electric car. Biting the bullet of living by our principles and going sustainable, our family decided that prolonging needed to change into commitment. So, last weekend, my wife and I blocked Saturday morning to …
Selling to Tourists I think I was already selling with the Buyer’s Perspective when I was a tour guide in Europe. Together with four or five colleagues, we guided youngster tourists straight out of their overnight double-decker bus into a …
When I visit countries, accompanying salespeople to their customers, I always ask them this question: Why do you think you will win this opportunity from the customer we are about to visit? This time, a sales executive’s answer surprised me: …
This isn’t a quote from any famous person, but I gets the attention of salespeople who want to sell more. Looking at your closing ratios, you realize that something needs to be done to earn those similar commission checks from …
Sally was staring at her pipeline, particularly at that opportunity that did not move forward. At the first meeting a few days ago, her customer contact sounded enthusiastic about what Sally shared. They agreed to call each other by the …
People asked me if there was one piece of advice I could give salespeople who went through the Selling with the Buyer’s Perspective training. What would that be? Is there one particular skill that needs to be improved, for example, …
If you are looking for full-blown sales negotiation tips and hints, stop looking. You won’t find them here. There is already so much written about “how to negotiate” (feel free to Google for answers) that I thought, “Let’s not do …