Learning blogs
The Rules of Engagement: Enhancing L&D Effectiveness
Unlock the secret to creating learning content that goes beyond mere information dump—it sparks real behavioral change. Discover how to transform your approach and deliver results that truly matter.
Empower Your Sales Team with Storytelling Skills
In a world where buyers crave genuine connection, perfecting the skill of storytelling could hold the key to achieving more success.
Coach Your Team to Speak the Language of Business
In today’s buyer-centric landscape, are your sales teams truly equipped to have meaningful conversations that uncover the core business challenges? Mastering a crucial skill could be the key to unlocking value-based sales success.
Ditch the Pitch and Embrace Collaborative Selling
What if the key to winning more sales opportunities wasn’t perfecting your pitch, but collaborating with buyers to co-create a powerful business case? This unconventional approach flips the traditional sales process, putting the buyer’s perspective at the forefront and aligning you as partners working towards a jointly-owned solution.
Buying Into Change – A Sales Approach to Employee Adoption
What if we approached driving change within our sales organizations the same way we sell to customers? This unconventional perspective reveals a fresh approach to one of the biggest challenges facing sales leaders – motivating people to embrace new ways of working.
Does the Customer Want the Seller to be an Expert and Trusted Advisor?
As salespeople are urged to be experts and trusted advisors, one crucial question remains unanswered – what does being an “expert” truly mean from the buyer’s perspective? Unpacking this reveals a more nuanced reality that challenges overly simplistic narratives.
Sales Manager Coaching: A Route to Development vs a Clinic to Win Business
Is there a disconnect between what the sales manager thinks coaching is trying to achieve and what the sales executive is looking for?
Would you listen to John Lennon’s most famous song if it was called “What Would Be the Impact”?
Would the profound emotional response experienced by people from every corner of the globe be similarly evoked if Lennon’s masterpiece had been titled ‘What Would Be the Impact’ instead? This post is all about the impact of good messaging.
Your ICP Model Is Out of Date: A Guide for B2B Marketers and Salespeople
By redefining the ideal customer profile (ICP) to align with buyer-centric principles, you can expect to engage buyers earlier, have more meaningful conversations and convert more leads.
Building Reasons for Change: Is it the “Gift of the Gab” or is it Business Acumen?
Being a genuinely business savvy sales professional requires more than just parroting industry jargon and superficial trends.
The Power of Situational Awareness in Sales
Embrace the nuances of sales beyond black-and-white approaches. High performers thrive by navigating the shades of grey.
How to Win Customers Without Trashing The Competition
Ask yourself: how much time do you, or your company, spend understanding your competitors, doing a feature-by-feature comparison, price comparison, SWOT analysis, etc? Having built all this valuable competitive insight, who do you then share it with? Do you “trash the competition” in front of the customer? Do you create one of those wonderful feature
From Intent to Action – Navigating the Psychology of Decision-Making in Sales
Previously I focused on the psychology of change and the challenges faced by sales executives in translating awareness into intent. Now, let’s explore the crucial journey from intent to action. What drives us personally often hinges on a shift from a “nice-to-have” to a “must-have” scenario. Consider the familiar example of submitting a tax return.
The Psychology of Change – Compelling Customers to Act
When it comes to change, logic often takes a backseat to emotion. Consider climate change—scientists can present an abundance of logical and factual evidence, yet it’s only when we experience extreme weather personally that the reality hits home. The relationship between emotion and change exists in the business world too. Whilst we’re happy to utilize
Transform Sales Discovery from Repetitive Interrogations to Collaborative Engagements
We can all agree that, in sales, the buyer is the central figure, and successful engagement starts with effective discovery. For clarity, when I say ‘discovery’ I mean ‘the buyer discovers’. I’m not talking about sales qualification discovery, so forget BANT, MEDDIC or any other qualification model usually associated with a series of “discovery questions”.
Why Aren’t We Embracing D2C for B2B Pipeline Generation?
Pipeline generation has got harder, partly because buying has got easier. People are less willing to have conversations with sales executives, perceiving them to have limited value to offer. This has been propelled by the digitalisation of outreach and the disintermediation of routes to market. Most organisations want to mimic the D2C (direct-to-consumer) model which
Decoding the Buyer’s Journey – From Coffee Cups to Solar Panels
How does a buyer buy? We can all answer this question, because we all become buyers at some point, maybe even daily. Whether we’re buying something simple like a cup of coffee, or something more complex, like solar panels for our house, the buyer’s journey is identical, with the exception that one is just more
Revolutionizing Sales: A Buyer-Centric Approach for Modern Success
In the evolving landscape of sales, we often find ourselves questioning the apparent complexities of the process. Once deemed straightforward, selling now contends with an informed buyer base, changing perceptions of the salesperson’s role, and the challenge of finding potential customers. The shift is particularly pronounced in the direct-to-consumer (D2C) realm, where websites effortlessly connect
