How is your Q4 sales forecast? Your methods are outdated. Q4 is around the corner, and so is change. Let me help you meet or exceed your Q4 targets.
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 …
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 …
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. …
I posted a blog about the benefits of sending an agenda only five weeks ago. Then, last week, I was facilitating a training for Enterprise salespeople where this came up again (thanks Warren van Dyk) and I realized more and …
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 …
Loyal readers have asked me to create another quiz. Challenging yourself by taking quizzes is an excellent way of reinforcement. If this is your first Selling with the Buyer’s Perspective quiz, you may want to start with one of the …
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 …
Observing sales executives’ attempts to be insightful in prospect conversations, I often see how much struggle is going on. Despite their efforts, the customer is unengaged and pushes back either by not answering the sales executives’ questions or changing the …
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 …
Recently, I was at a networking meeting with CEOs, CSOs, and senior sales leaders who all use traditional sales approaches or methodologies. They complained that their salespeople are struggling to meet targets, which, of course, hurts their top-line growth. As …
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: …