In any business-to-business relationship, especially for those who hold customer-facing revenue-generating roles (like sales or account management), it’s important to be able to discuss more than just the service or products you provide. This type of broad commercial awareness is not just “small talk”; it helps sellers to identify priorities, ask better questions, and more […]
Training
Motivation doesn’t automatically follow decisions
Recently I’ve been busy: But why should you care? Because… as is my way, as part of the projects I speak with participants individually in advance of the in-person events to build rapport and gain their perspective on the topics under consideration. So I get individual input beforehand as well as seeing the output of […]
B2B sales stories aren’t Fairy Tales
Robert was keen. He told me… “Since the workshop, we’ve really focused on nailing down the story aspect and had my recent prospect actually mention to me they were in sales for a long time and was convinced solely by my tone and pitch and that got it over the line! So your training has […]
Can you change your personality?
Have you ever thought of changing your personality? Because most of my work involves people communicating with each other – either through B2B sales training or the various stages of strategic planning – I often include a communication style assessment with programs I deliver. Not only does this raise the self-awareness of each individual with […]
Does your B2B sales team know how to identify what really matters?
It always sounds simple to do. But do you know why stopping the urge to ‘tell’ and solve problems is such a big challenge for sales people, even for experienced industry professionals? Research from the fields of social psychology, cognitive neuroscience, and conversation science indicate there are 3 main factors that make it hard to […]
Align with the buying journey for better sales outcomes
How well do you understand your buyers decision-making journey? It’s not always an easy thing to pin down. In B2B sales you’re usually dealing with repeat customers. So it’s natural to develop a good relationship with your main contact. After all, you see them regularly. And that person becomes the main point of contact for […]