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 …
Let’s face it, nearly every day, we are all looking for missing information so we can proceed with a task or a challenge. Eg. We are all looking for missing information until we discover it and move on. Now I …
One of the challenges in the new way of selling is finding and motivating a stakeholder to become a Change Champion for you. Someone who will act on your behalf when you are not there. A person who involves and …
Last week I listened to a podcast from Victor Antonio with Matt Dixon (Remember, from the book The Challenger Sales?). Dixon, a researcher on sales behaviours, has recently written a book, The JOLT Effect. It’s about how high performers overcome …
What does the Buying Room of your dream opportunity look like? How many stakeholders does it have? What is their role, and for what function? Who is influencing who, and where are they on the Buying clock? What insightful information …
Salespeople are very good selling opportunities for the customer when changing. But what about selling the risks of not changing?
Discovering needs is losing ground over Creating Wants.
How long can you hold on to the old way of selling?
Like anything new, the new way of selling does not come easy. It requires to go against your habits, be good at counting and patience.
Talking about risks you see for people you care about is widely used in daily life, but in Sales this is new and uncomfortable.
If your traditional sales approach is not working, how should a modern sales approach look like?
One thing many salespeople are struggling with is that their current sales approach becomes less and less effective. What is causing this and what needs to be done?
There is an evolution going on in Sales. Which path are you taking?