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 …
It’s that time of the year again. Homeowners are bombarded with marketing campaigns online and offline for various services, including gas, electricity, internet, phone, and TV. Usually, I throw these straight into the bin. However, this time my curiosity took …
Some salespeople are very creative in nudging customers to like them and be top of mind just in case their competitors drop the ball. Many companies have their own gift stores so that sales execs can leave ‘Goodies’ like calendars, …
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 …
Loyal readers of this blog are transforming themselves from salespeople who were selling with the seller’s perspective and now becoming Trusted Advisors, selling with the buyer’s perspective. So far, they have the fundamentals right. When preparing for customer meetings they: …
There we go, the start of a new year, 365 days. Traditionally in the first month or two, we make promises. We chase them in the following nine months and keep the last month for reflection and preparation for the …
Making that first call to a prospect has never been more challenging than today. Prospecting is hard. More than half of salespeople believe it’s more difficult to get in front of Prospects than five years ago. You may ask yourself what …
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 …
I was interviewed last week as part of a research project by Gartner. They recognized our sales transformation program, “Sell Like Never Before”, as an industry-leading initiative; hence, they were curious about the changes we have seen with salespeople 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 …
Reciprocity: the practice of exchanging things with others for mutual benefit The type of value you bring to a meeting has changed. In the past, the customer allowed us to ask many questions. The customer was more open to being …
It’s all about information. A tremendous amount of information exchange occurs when meeting with a stakeholder for the first time. Whether you are prospecting or meeting new stakeholders from existing customers, there is a dialogue full of questions and information …
My son came to me the other day saying, ” Papa, I don’t need a piano tutor anymore. The lessons are kind of boring, and I found piano applications on the internet much more interesting”. He showed me what he …
The meaning of resolution is “a firm decision to do or not to do something”. Most people won’t stick to their New Year’s Resolutions because they do not make a firm decision. Most decisions we make in life are tackling …
There are no magic tricks or watertight scripts that help you with increasing your closing ratio. The change you have to make is more fundamental.