by Ton Verleg 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 […]
Lead, Coach and Manage Like Never Before
by Ton Verleg Here is the thing: the world is changing so fast that the moment you catch up on one thing, the next change is already happening. This is a challenge for everyone. For […]
How to Build a Business Case for Change?
by Ton Verleg Customers who have a ” Service in Place” rarely spend time actively looking for alternative suppliers. Why should they? Because they may have been working hard to get to that situation. In their […]
Your Hopes of Problem Solving are Fading
by Ton Verleg Recently I was approached by a salesperson selling Sales Enablement platforms. His call was out of the blue, I didn’t know who he was. Before the call, there was no initial contact or […]
A Lesson from the Stoics
by Ton Verleg We might be fluent in the classroom but drag us out into practice and we are miserably shipwreckedEpictetus We all need some time off to relax and unwind from our busy business […]
Part 4: Can B2B Sales Be Industrialized?
by Chris Beall As we left Part 3 of this series, I promised to lay out the parameters to answer the question, “Is it possible to industrialize the top of the funnel?” Let’s dissect! The first industrialization […]
Part 2: Sales is Already Dominated by AI Robots. Get Over It!
by Chris Beall So, what about the prediction that sales robots will wipe out millions of sales jobs? In a way, they already have. Maybe not millions yet, but information and automation working together as […]
Part 1: Sales is Already Dominated by AI Robots. Get Over It!
by Chris Beall First, fair warning: I’ve been involved one way or another with artificial and augmented intelligence since 1968. So I’m a little stuck, in that I actually know a bit about how this […]
How Good are Your Kick-Starting Skills?
by Ton Verleg Let’s face it: calling on Prospects is not easy. You already know the answer when you ask how content they are with your competitor. Why should they change? They may have been loyal […]
Buying Rooms are like Treasure Chests
by Ton Verleg What does the Buying Room of your dream opportunity look like? How many stakeholders does it have? What is their role, and for what function? Who is influencing who, and where are they […]