Best-in-class companies close 30% of qualified leads, while average companies close 20% (Spotio). High Performers do at 50% closures a lot better. How are high performers different from the rest? Understanding why B2B customers say no and how they respond to …
Putting your patience to test will help you in the new way of selling
Exactly two years ago, I wrote a blog about ” Have you moved on from Solution Selling“, one of the most popular blogs on thesalesadvice.com. When you are still going into meetings with a pre-determined mindset to sell a solution, …
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 …
Transforming to Selling with the Buyer’s Perspective takes time and effort. A comparison to Selling with the Seller’s Perspective will help
How long can you hold on to the old way of selling?