by Chris Hatfield Have you ever found yourself getting to the end of a long day and just as you should be putting your feet up, you feel your blood pressure begin to spike? That […]
Selling In An Economic Slowdown
by Ton VErleg You can read it in the news, hear it on podcasts and watch it on the major media channels: the economy is slowing down. Businesses are preparing themselves for headwinds to come. Two […]
3 Ways to Make Your Prospects Say Yes
by Chris Hatfield If I asked you what percentage of your prospects’ decision making is subconscious, what would you say; 50%, 60%, maybe 70%? It’s actually none of the above, it’s 90%. Crazy, right? This […]
You need a FACE at the customer’s organisation
by Ton Verleg One of the challenges in the new way of selling is finding and motivating a stakeholder to become a Change Champion for you. Someone who will act on your behalf when you are not there. A […]
5 Mistakes Sales Managers Make with their Teams Wellbeing
by Chris Hatfield The sales industry is rife with work-related stress. A culture of long hours, sales targets and pressure to deliver top-notch customer satisfaction is a pretty heady mix that often leads to burnout. […]
The Trusted Advisors’ Skillset is More Than Selling
by Ton Verleg Recently I was asked what the profile of a Trusted Advisor is. A better understanding of their skills and abilities is very helpful, for example, in recruiting the next generation of salespeople […]
Beware the Chasm: A Hall of Mirrors Filled with the Disappointed Dead
by Chris Beall It may sound too obvious to say, but I’m going to say it: To dominate a market, you must first enter that market. The cookbook for this process can be found in […]
Sales Development: A Cryptic Weapon for Dominating Markets
by Chris Beall The B2B sales development rep, commonly referred to as an SDR, is generally considered to fulfill two functions for a growing company: The SDR role is therefore seen as a way to […]
Trusted Advisors Talk More
by Ton Verleg I was interviewed last week as part of a research project by Gartner. They recognized our sales transformation program, “Sell Like Never Before”, as an industry-leading initiative; hence, they were curious about […]
Part 3: Sales as Strategy – A Radical Proposal for Rethinking Corporate Evolution
by Chris Beall In an acquisition, cross-selling both companies’ products is essential to achieving the hypothesis for success upon which any merger is based. This plan sounds simple; however, due to the structure of traditional […]