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 …
Joe looked at the calendar. Q3 was already halfway, and October was on the doorstep. His sales performance wasn’t excellent, but neither were his sales colleagues. Plus, the economic dip wasn’t working in anyone’s favour. He picked up the phone …
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 …
I observed a mother looking at her child, who was so engrossed in his mobile phone that he walked straight into the dining table! With a mix of disbelief and amusement, the mother couldn’t resist saying, “Hey, little smartphone addict, …
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 …
The ink on the proposal was not even dry, or Jim was already in the car on the way to a crucial meeting. Should he have waited a little longer? No, Jim was just too excited. He worked towards this …
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 …
Welcome to a series of podcasts where I will interview several Thought-Leaders and Salespeople on the topic of Sales Transformation. I will ask for their advice and practical tips for sales frontline managers and Sales Leaders to make their sales transformation …
This is a special blog post for Sales Leaders. “Change is an exciting thing”. It can bring growth, valuable experiences, creativity and positive outcomes. “Change is also difficult”. It requires a person to step into the unknown and let go …
I bought myself a big enough cake to fit a lot of candles on; today, I am posting blog number 200! Enough reasons to get the cake knife and napkins out and dig in. Also, an excellent opportunity to say …
One of the sales advice blog readers asked my advice on overcoming objections in the new way of selling. Good question, right? How do you respond when your customer/prospect says: In the old way of selling, you would indeed try …
As the year comes to an end, I want to share a story with you. Last week I met with Mike, a seasoned salesman from Manchester, at a Spanish restaurant on the island of Tenerife. We were on our way …
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 …
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 …
Go back to your stalled opportunities -with confidence- after this self coaching reflection
What is your test result to sell with the buyer’s perspective?