In today’s complex world, buyers need second opinions. While they have access to Marketing budgets, independent research, and increasingly advanced AI tools to explore what’s moving and shaking in their industry, they also understand that human interaction is essential. It …
Stuart, a sales rep for an Express Courier Logistics provider based in the UAE, looked at me with a sad face. What happened? I asked. He answered that he had lost another customer to a Forwarder who offered a much …
A salesperson reached out to me, asking if I could walk her through the concept of “Gaining Consensus is the New Closing.” She is facing multiple stakeholders, of which the Marketing Director is her Change Champion. She had valuable conversations …
Sales leaders are making a big mistake by putting all their AI eggs in one basket. Ironically, they are “sold” by technical AI companies that efficiency is the most important initiative in B2B sales. Hence, they invest in those that …
From the many ways AI can help sales performance, here is, according to Gartner research, what the majority of Sales leaders agree on: Pulling actionable insights from AI engines is a major challenge (source Gartner) To earn the right to have …
That moment when a sales rep says, “I’m not here to push anything,”…and then proceeds to ask questions only to uncover pain points.Looking for the perfect hook to pitch their solution. By then?❌ The buyer has already checked out.❌ They …
Let’s be honest — when did you last pause to reflect on how well you’re Selling with the Buyer’s Perspective? Most salespeople think they’re putting the buyer first, but reality often tells a different story. That’s why I’m inviting you …
Much has been written about why you must sell as a Trusted Advisor. Customers view Trusted Advisors as a credible source of information on industry trends, competition, and strategic solutions. But, it seems to have become a buzzword and is …
Dear TheSalesAdvice Readers, As the year draws to a close, I want to take a moment to extend my heartfelt greetings to every one of you. Wherever you are in the world, this season is a wonderful opportunity to pause …
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 …
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 …
I am often asked how to make impactful transitions between the opening of customer meetings and the value you want to create. Transitions are essential, as you probably all experience daily at customer meetings. It’s that moment when the meeting …
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 …