Do you know your Customer? Part 1

After working multiple years on small-, medium-, and global accounts, I have witnessed allot of differentiation when it comes to understanding a customer (and customer...

Accelerate Sales as a ‘Sales Leader’

Most Sales Leaders are promoted because they had an outstanding track-record in closing deals and/or overachieving Sales targets. As a results, their manager asked if...

Relationships

Sales is a people business, people sell to people, not to machines. It’s critical for all engagements to fully understand the landscape of relationships at...

From Good to Great, Part 1

Most sales people assume that following the customer buying process and delivering a ‚good‘ proposal will eventually win them the deal. Let me be very...

Strategic Deal Qualification

After working intensively on multiple smaller, large and complex deals, strategic deal qualification is one of the, if not THE, most critical tool for you...

How Far Will You Go to Win a Deal?

Working in Sales is a privilege and requires an arsenal of skills to become a successful Sales Leader. One of the key aspects whilst working...

My Top 4 Sales Books in 2017

As we started 2018, and the targets for Sales Growth are known, it’s time to revamp your Sales Strategy for the remaining year and continue/start...

Why Your Sales Team Needs Targets

Most Sales leaders don’t understand why their Sales Team is not performing as expected. Off course there are multiple reasons that could cause this issue,...

11 Tips To Improve Your Presentations

How often do we encounter boring presentations where after 10 minutes you completely fall asleep or still figuring out what he/she is actual trying to...
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