Best-in-class companies close 30% of qualified leads, while average companies close 20% (Spotio). High Performers do at 50% closures a lot better. How are high performers different from the rest? Understanding why B2B customers say no and how they respond to …
Returning home from another Discover with the Buyer’s Perspective sales training, I want to share with you what I think is one of the biggest challenges we face as salespeople in our transformation to become Trusted Advisors: We are all …
Some salespeople are very creative in nudging customers to like them and be top of mind just in case their competitors drop the ball. Many companies have their own gift stores so that sales execs can leave ‘Goodies’ like calendars, …
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 …
Last week, I was out with the frontline sales. I was so happy to see excellent discovery meetings. The stakeholders we met kept taking notes and asked the sales executive for more information and to meet with the business owner …
Using traditional selling skills, salespeople often asked their customers: If you had a magic wand, what would you change? We know now that Buyers are not keen to answer this question anymore. They expect salespeople to think with them about …
If you are a loyal follower of my blog, you know I am passionate about how the psychology of selling can make us better sellers. The title, Listen to Understand, not Listen to Sell, makes you reflect on how a …
One thing buyers can smell a mile away is a desperate salesperson. Often, that desperation comes from a lack of turning pipeline opportunities into results. But also from a lack of knowledge of how exactly to sell with the buyer’s …
Last week, I observed some salespeople preparing their meetings with Prospects and Customers, and something hit me hard and clearly: Despite the training on modern selling skills [Selling with the Buyer’s Perspective] our Solution-Selling-DNA sits so deep in us engrained, …
Yes, coming back to your workspace or working rhythm after a relaxing Christmas and New Year’s break is, for many salespeople, a time to ‘settle in’ again. Many are contacting their top customers to wish them a Happy New Year …
Many people make them, but not many actually keep them: New Year’s Resolutions. If you have your mind set on hitting home runs this year in Sales, then here is a list that will help you. For loyal thesalesadvice followers, …
One of Jeb Blount’s famous quotes is, “Overcoming doesn’t work. There is a universal law of human behaviour: You cannot argue another person into believing that they are wrong. The more you push another person, the more they dig their …
Upon request, I repost this blog about “If Doctors Could Sell.” with additional clarification. Sales Executives and Sales Managers I have been talking to recently found this an excellent example of why it is so much more effective to share …
If you recognize the challenge that your middle management stakeholders love your ideas, but your proposal is stuck somewhere between them and their bosses, then read on how to improve your chances to influence senior management or boardroom members. Decisions …
By the end of this month, you will have ninety days left to reach your sales quota for 2023. Without a doubt, you need revenue acceleration. Winning the business from big dream accounts would help. But, in general, bigger opportunities …
Aren’t we all looking for tips on how to close opportunities? But how could anyone possibly write tips to close opportunities successfully, knowing that every customer’s situation and challenges are different? Well, over the last six months, I have observed …