Selling to CEOs. It’s a phrase that sounds simple — until you’re in that room and realize how unlike any other selling situation it truly is. Walk into a meeting with middle management and you’ll see patterns, predictability, even process. …
Inspired by a McKinsey perspective, this article connects global trade shifts to modern buying behavior—and explains what sales leaders must change if they want their teams to stay relevant.
When people ask me what sits at the heart of Selling is Helping, they often expect a complex answer. Frameworks.Techniques.Methodologies. But the truth is simpler. At its core, Selling is Helping exists because buying a growth idea has become incredibly …
Modern buyers don’t need more meetings.They need better conversations.If I were a buyer, here’s who I would politely decline meetings with salespeople who… 1. Come half-prepared to meetingsBecause preparation means you respect my time.If you haven’t invested time to understand …
Gaining commitment is where most sales conversations quietly break down. Not because buyers say no.But because salespeople ask for commitment without preparing for it. Let me ask you a few honest questions Do you: And here’s the uncomfortable one:Is your …
Jason walked into our coaching session with that familiar look. Not frustration.Not panic.More… confusion. “The meeting was fine,” he said.“Discovery went well.” Jason is not a beginner.He’s a seasoned key account manager.Trusted by customers.Quick to build rapport.The kind of salesperson …
Spoiler: It’s no longer what it used to be. For decades, customers gravitated toward a certain kind of salesperson. The ones who excelled in a world where sellers controlled the information, meetings followed a predictable script, and the “best” reps …
How is your Q4 sales forecast? Your methods are outdated. Q4 is around the corner, and so is change. Let me help you meet or exceed your Q4 targets.
The Big Misconception: Buyers Want a Smooth Sales Pitch For decades, sales success meant polished pitches and perfect closes.But here’s the hard truth: modern buyers don’t need your pitch.They already have data, peer reviews, and market insights.What they lack isn’t …
Once upon a time, selling felt simple. You prepared your meetings with a clear goal. You asked smart discovery questions. You dug into problems and dissatisfactions. Together with the prospect, you defined the need for a solution. Perfect, right?Selling was …
Deals stall because the meeting with the CEO didn’t go as planned. We all have been there. When the time comes to present to the CEO, you need to prepare yourself to be for 20-30mins in a different dimension. CEOs …
BASED ON A TRUE STORY. Are you struggling with finding the right insight to get the customer’s attention? When lacking insights, do you default back to “pitching” your solution? I believe your customer will not see your solution as insightful. …
Do you view overcoming objections as a separate skill somewhere late in the sales process, before a deal can be closed? You are not alone. The majority of salespeople have been trained as such. But there is another way, a more …
Mary was ready for a meeting with senior stakeholders when her eyes caught the cover of a “Storytelling in Business” book. It was just lying there on top of the coffee table, between some company magazines and a newspaper from …
I have been asked to help companies turn their Account Managers into revenue-generating Sales Machines. In the current environment, more and more companies find themselves in the situation where their Account Managers focus predominantly on their existing accounts rather than …
I have observed numerous Pipeline Reviews conducted by managers with their sales teams. Here is what I think Sales Managers could do better. Pipeline Health Prepare the following three kpi’s, ask your salesperson to do the same. Ideally, these are …