Recognize the mistakes you make in your preparation, your opening, the value you offer, the stakeholders you talk to and the way you close. Then start improving.

Pandemic or no pandemic, the way buyers and sellers work has changed. Listen to the main eight drivers and challenge yourself to how well you have adapted to these.

For most people, the K.I.S.S acronym means to keep it simple, stupid. I have been using this in a different way, to help salespeople improve in the way they sell. Have a listen to this episode and how this may help you too.

We all have been there: your dream prospect doesn't call back. You are finding yourself (again) in a dead-end street. Turn conversations into strategic questions to get you out of the dead-end street.

How frustrating is it when you have ideas to move your dream prospect out of Why Change? – but you cannot get past the Gatekeeper? Listen to this episode for advice that works.

The new way of selling is not about you discovering something that can move you forward in your sales process. It is the opposite. Your sales process is broken.

To create the desire of buyers wanting to talk to salespeople is to make conversations super valuable again. Following a sales process designed in the 1990s leads to the opposite. A modern sales process needs:

Listen to this episode on what needs to be fixed in your sales process.

Do not expect a magic trick or watertight scripts that make prospects stick to you like glue. Instead, be ready for hard work. The changes you need to make are more fundamental: Deep inside, you need to change 3 things.

It is natural for buyers to look at price, products, services and solutions and any combination of these four. They want the best value for their bucks. For you competing at that level may not get you the business. Instead, focus on helping customers with the right strategic outcome. That will be the game-changer.

Are you coaching “to close deals” or coaching “to help your sales teams get to the next commitment level”? Listen to this episode to learn how you can take pipeline coaching to a new level.