I am super excited that today I launched my “From the Buyer’s Perspective Newsletter” “From the Buyer’s Perspective” is a weekly newsletter dedicated to helping sales professionals master the art of selling by seeing the world through their buyers’ eyes. …
2025 promises to be a year full of exciting opportunities and growth. Why? Despite gloomy economic forecasts, you know how to stand out from the crowd by selling with the buyer’s perspective. You leave your competition behind and eat their …
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 …
I posted a blog about the benefits of sending an agenda only five weeks ago. Then, last week, I was facilitating a training for Enterprise salespeople where this came up again (thanks Warren van Dyk) and I realized more and …
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 …
Sending an agenda to your contact person before a meeting sounds fundamental, but from my experience, not many salespeople do this or are not doing it well. There may be reasons why this is not done. Salespeople are busy people, …
An Accenture report claims that over 90% of decision-makers never respond to cold calls. Recent Gartner studies reveal that the old-fashioned prospecting “spray and pray strategy” results in only a 2% response rate. That’s not much. In context, you need to make …
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 …
Loyal readers have asked me to create another quiz. Challenging yourself by taking quizzes is an excellent way of reinforcement. If this is your first Selling with the Buyer’s Perspective quiz, you may want to start with one of the …
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 …
Have you ever been in a situation where your contact person shows interest in your business growth ideas but goes silent after a while? You thought you got her commitment to act and share your ideas with other stakeholders, but …
I am thinking of buying an electric car. Biting the bullet of living by our principles and going sustainable, our family decided that prolonging needed to change into commitment. So, last weekend, my wife and I blocked Saturday morning to …
I sometimes get into a debate with my son when I am trying to coach him on schoolwork. Most of these discussions end with my son replying, “I know, Papa, but leave it to me. I just want to learn …