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 […]
What Buyers Expect from Sellers in 2023
by Ton Verleg Last week I listened to a podcast by Aaron Evans, Matt Dixon, Anthony Iannarino and Todd Caponi. It was all around the shocking research statistic that when customers are looking for new ideas and solutions to grow […]
This Is What Your New World Looks Like
by Ton Verleg Not only how we sell has changed, but also where we sell is going through a drastic adjustment. The pandemic has forced everyone to rethink how we work, where we work and what a day in […]
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 […]
Are you ready for the next steps?
by Ton Verleg Loyal readers of this blog are transforming themselves from salespeople who were selling with the seller’s perspective and now becoming Trusted Advisors, selling with the buyer’s perspective. So far, they have the […]