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 […]
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 […]
Surprising Strategies for Stalled Opportunities
by Ton Verleg Last week I listened to a podcast from Victor Antonio with Matt Dixon (Remember, from the book The Challenger Sales?). Dixon, a researcher on sales behaviours, has recently written a book, The JOLT […]
Salespeople are from Saturn; Prospects are from Pluto
This Story is About Sally by Ton Verleg a Sales Executive on her way to a prospect. She followed up on a lead and shared with me that the opportunity looked promising. I asked her: what […]
Spice Up Your Meetings
by Ton Verleg Preparing for a meeting with a potential customer, think about how you can spice this up in the sense that your stakeholder will actually do something after the meeting. How often do […]
Enabling the Buyer Discovery
by Ton Verleg Loyal readers of thesalesadvice may have noticed that I have been posting lately more views about how to become better at a Discovery Conversation. In the end, after what you have learned […]
Turn On The Power of Reciprocity
by Ton Verleg Reciprocity: the practice of exchanging things with others for mutual benefit The type of value you bring to a meeting has changed. In the past, the customer allowed us to ask many […]
The Power of Authentic Questioning and Listening
by Ton Verleg It’s all about information. A tremendous amount of information exchange occurs when meeting with a stakeholder for the first time. Whether you are prospecting or meeting new stakeholders from existing customers, there is a […]
Lead, Coach and Manage Like Never Before
by Ton Verleg Here is the thing: the world is changing so fast that the moment you catch up on one thing, the next change is already happening. This is a challenge for everyone. For […]
How to Build a Business Case for Change?
by Ton Verleg Customers who have a ” Service in Place” rarely spend time actively looking for alternative suppliers. Why should they? Because they may have been working hard to get to that situation. In their […]