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 […]

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 […]

by Ton Verleg Without a doubt, the salespersons facing the biggest challenges in the new way of selling are the Sales Managers because they started their sales transformation journey simultaneously with their sales teams. This means they had to help […]

by Ton Verleg If doctors could sell, they would do a much better job influencing patients to stop smoking, start a proper diet and commence regular exercises. However, that is if they would know and apply […]

by Ton Verleg I was honoured to be the keynote speaker at the Barcelona DHL Express Sales Champions Club celebration a few weeks ago. The theme of my message was: SellLikeNeverBefore- Help Each Other. Let’s […]

by Chris Beall While there is variety in the business-to-consumer world, it is nothing compared to B2B. The reason is that there are only so many kinds of human consumers (I’ll leave our cats, dogs, […]

by Chris Beall I concluded Part 2 of this blog series with a promise to look at the top of the funnel as a candidate for industrializing sales. The reason for doing this is two-fold: So, if […]

by Chris Beall In Part 1 of this series, I disposed of the idea that B2B sales has already been industrialized by the widespread adoption of the sales development model. Let’s suspend the question of whether B2B […]

I find myself using the phrase “the industrialization of sales” a lot recently

When you throw a prospect who literally doesn’t “get it” back into the nurturing pool, you better make sure they aren’t qualified, because they’re swimming right over to your competitor’s boat.