by Helen Fanucci hen Helen Fanucci first used the phrase “Love Your Team” in a presentation to a room of senior revenue leaders, you could have heard a pin drop—for about five seconds as this […]
A STRONG, AUTHENTIC EVP, CAN HELP YOU ELEVATE YOUR BRAND
In our last roundtable before Christmas (2022), John Taylor the CEO of Quotacom who are an executive partner and recruitment advisor to the CRO membership, tackled the topic of recruiting in a downturn. John highlighted […]
The Old Way of Selling is Hurting Your Income
by Ton Verleg Mike, the hero in my New Year’s post, came back to me with a very positive message: “Thanks, Ton; in a recent opportunity with one of my prospects, I have focused on Why […]
Sales pressure at year-end? How to motivate sales teams to hit revenue targets
by Andy McDonald With the final quarter of 2022 now upon us, how close is your business to hitting its revenue targets? Q4 can be ‘make or break’ when it comes to sales reps meeting […]
The Misperception about Objections. And how to deal with this.
by Ton Verleg One of the salesadvice blog readers asked my advice on handling objections in the new way of selling. Good question, right? How do you respond when your customer/prospect says: In the old way […]
Be Constantly Curious about the Crystal Ball of your Customers
Thinking like a buyer has opened the eyes of many successful salespersons. Instead of following the sales process steps “uncovering the buyer’s need”, they realize it is much more about the Buyer recognizing that a need exists and the services offered by the current supplier cannot satisfy that need.