Let’s face it: what you are hoping for is not happening, and it hurts your income. The economy is not bouncing back. As a result, salespeople get anxious and… nervous. Some become de-motivated, depressive even. Personally, I have been through …
The other day, I was approached by a software supplier who asked me if I wanted our sales force to become Trusted Advisors. The question was out of context because that was not what we discussed at that stage. Regularly, …
Imagine you go to a customer carrying a box. Not a big one, just a regular size, big enough for a few A4 envelopes. You take it under one arm. Once in the customer’s office, you put the box on …
In our fast-moving world, it’s clear that business is changing quickly. Consumers are becoming harder to predict, and small and medium-sized businesses face the risk of becoming commodities. It’s more important than ever for businesses to find something unique to …
Imagine you are a Marketing Manager of an SME type of company. Senior management has asked you to come up with a plan to grow their business in the next three years. Where would you start? You would use research …
“If you want to adapt to a modern sales approach and sell with the buyer’s perspective, you have to let go of solution selling”. learning new habits is hard unless you want to No one is to blame, not you, …
How good are your skills in pitching your business case into simple math? Who benefits from the economic downturn? Is inflation slowing down? Are we coming out of the economic downturn? Well, it depends on where you live. Just review …
Last week we were conducting training about the new way of selling, particularly the new sales process salespeople can follow as their guidance during their customer meetings. We role-played two rounds of opportunities with customers in several industries. What stood …
Imagine you are a Marketing Manager in a company that is looking for growth opportunities that could determine the next three years’ strategy. You are required to submit a business case and recommend a possible change of supplier(s) to your …
Deep dive with me for a moment into the world of a customer looking for the next growth opportunity. Say we have Harry, Elise, Lily and Peter as the primary stakeholders concerned with this task and doing their research individually …
This year my family and I took a last-minute holiday deal and went for a week to Tenerife, escaping cold Western Europe. Usually, I would take more time to research, review and plan these kinds of things but now, sitting …
Facts: 87 percent of all companies go through a growth stall at some point If management cannot turn a company around within a few years, the odds are that it will never again see healthy top-line growth again (HBR). When …
Recently I was approached by a salesperson selling Sales Enablement platforms. His call was out of the blue, I didn’t know who he was. Before the call, there was no initial contact or even a Linkedin connection. Still, I stayed …
Show your business acumen and help your customers and prospects achieving exponential growth
Here is a question for you: when was the last time you went to the city shopping? I mean, the traditional shop until-you-drop type of shopping, coming home with too many bags and some regret? Well, that seems to be more …
In the new way of selling, customer interest is created when you come with something insightful to their table. You provide new, valuable information that shines a different perspective on their challenges. That insight evolves for the customer into wondering …