How to prepare for a contract negotiation
Have you ever felt that you gave too much away in a negotiation? Have you ever had the idea that the deal could have resulted in a higher value or…
Why you should stop measuring performance on numbers only
As a sales leader, the most common way to evaluate your team member’s performance is to base this on where they are today versus their target. It is, in fact,…
Why we still need salespeople
In today’s digital world of Artificial Intelligence, Robotics and Machine Learning, I often got challenged if we still need (B2B) salespeople in the future. My answer is always yes! What…
What our children can teach us about sales
My eldest daughter is now six years old. And if I like it or not, she is a skilled negotiator. How did she become? By asking questions. All the time.…
When a potential deal is too good to be true
We all know those types of opportunities. There’s money enough, they want it fast, and your contact person is the only one who decides. Does it sound too good to be…
What salespeople can learn from Jim Collins’ Great by Choice
Do you choose to be a great salesperson? Great sales performance doesn’t come overnight, like most of the success. If you choose to be a great salesperson, you should definitely…
Are you ambitious, or do you only say that you are ambitious?
You might tell everyone that you have ambitions. Nothing wrong with it, of course. But do you really demonstrate the habits that show your eagerness and hunger for growth? Or…
How to give a great sales presentation
When was the last time you overwhelmed your audience with a killer sales pitch? Do you remember what actions you took to achieve this? Great sales presentations have a few…
How to stop bargaining with your customers
Have you ever been in a tough negotiation when on holiday? Price negotiations about a bag or a piece of handicraft often end up in an endless debate about the…