You’ve likely heard this quote often attributed to Albert Einstein: “Insanity is doing the same thing over and over again and expecting different results” For scientists, this is a fundamental truth. It’s what drives innovation—changing inputs to deliver better outcomes. …
Selling with the Buyer’s Perspective – Wherever You Are Whether you’re commuting, walking the dog, or taking a break between meetings — this podcast series is your companion for sales mastery.These 64 bite-sized episodes are based on real insights, written …
Recently, I noticed several LinkedIn posts sharing prospecting tips — especially around how to open meetings. First of all, it shouldn’t even be called a pitch anymore. But I’m happy to see these recommendations finally taking the buyer’s perspective. Back …
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 …
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 …
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 …
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 …
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 …
Why eight? That seems to be a strange number. But it isn’t if you understand that buyers are often in one of the following buying stages: And once you recognise where in these buying stages your stakeholders are, you need …
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 …
Sales Leaders keep pushing their teams to hit targets — but fail to give them the support they actually need. What am I talking about? Selling has moved into a new era. Buyers expect something very different from salespeople today …
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 …
Apple figured this out very early on. Every button needs to make sense; otherwise, leave it out. Every click or tap performs exactly as you expect. iPhones are super intuitive. Rule No. 1: When you bring out a gadget, tool …
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 …
❓Your CRM is solid.✅Sales training? Delivered.📊KPIs? Green across the board. So… why aren’t your sales teams hitting target? You’ve built a well-managed machine. But sales performance is still down. Here’s the question no one’s asking: What happens at the very …
Most salespeople think they’re preparing for sales calls. They are not. If you lead a sales or marketing team, you’ve probably heard this before: “I can use ChatGPT to prep for my customer meeting.” But here’s what your salespeople aren’t …