By Ton Verleg Last week we were conducting training about the new way of selling, particularly the new sales process salespeople can follow as their guidance during their customer meetings. We role-played two rounds of […]
Mindset Matters More…
By Ton Verleg When you prepare for a meeting with a Prospect, several things go through your head. How will you start the meeting? What do you know about the company, and what information is […]
The Power of BECAUSE…
By TonVerleg Tomorrow, we will meet with Keith Lubner of SalesGravy at the DHL Express Sales Champions Club event in Hanoi, Vietnam. We are super excited because Keith will run a Fanatical Prospecting keynote and workshop with our 125 […]
Three Handbrake Moments to Self-Coach
By Ton Verleg One of the most challenging things in life is changing habits. In sales, it’s not different. Those trained on how to Sell with the Buyer’s Perspective recognize this without any doubt. What you learn […]
What is The Essence of Modern Selling?
By Ton Verleg Imagine you are a Marketing Manager in a company that is looking for growth opportunities that could determine the next three years’ strategy. You are required to submit a business case and recommend […]
Always Double-Check for Hidden Competitors
By Ton Verleg The ink on the proposal was not even dry, or Jim was already in the car on the way to a crucial meeting. Should he have waited a little longer? No, Jim was […]
Buyers and Sellers Are Stuck In The Middle.
By Ton Verleg Buyers and Sellers have something in common: They find themselves stuck in the middle. To get out of that situation and become more successful both require a strategic focus. Unfortunately, the more they […]
Strategic Eats Tactical For Breakfast
By Ton Verleg Deep dive with me for a moment into the world of a customer looking for the next growth opportunity. Say we have Harry, Elise, Lily and Peter as the primary stakeholders concerned […]
Taking Control of Your Meetings
By Ton Verleg When I was talking to Bram van Aken last week in the second podcast of the Sales Transformation Made Easy, I recognized again that, in theory, Selling with the Buyer’s Perspective is inspiring, motivational […]
Sales Leaders, Get Out of Your Comfort Zone
by Ton Verleg This is a special blog post for Sales Leaders. “Change is an exciting thing”. It can bring growth, valuable experiences, creativity and positive outcomes. “Change is also difficult”. It requires a person to […]