TheSalesAdvice: Selling Will Never Be The Same Again
Activity Overview
Episode publication activity over the past year
Episodes
The Trusted Advisor's skillset is more than selling
18 Oct 2022
Contributed by Lukas
The profile of a Trusted Advisor is different than what it was in the past for sales executives or account managers. It is a step up. Their skill set ...
Trusted advisors Talk More
11 Oct 2022
Contributed by Lukas
A different view on who is talking more during a customer conversation. The customer or the salesperson?
Surprising Strategies for Stalled Opportunities
04 Oct 2022
Contributed by Lukas
Listen to surprising strategies for Stallen Opportunities based on research by Matt Dixon (The Challenger Sales author). His findings and recommendati...
Salespeople are from Saturn; Prospects are from Pluto
20 Sep 2022
Contributed by Lukas
Keep prospects as long as possible on the right-hand side of the Buying clock. Then you are on their planet and increase the change to influence their...
Do Buyers Need a Salesperson at All?
10 Sep 2022
Contributed by Lukas
Whichever data or statistics you look at, it’s pretty clear that B2B buyers’ use of the web to make purchasing decisions is increasing exponential...
Becoming Comfortable with the Uncomfortable
10 Sep 2022
Contributed by Lukas
Sharing risks you see for your prospect of not changing is challenging for many salespeople. We have not been trained on how to do that. It’s time t...
Customers Prefer a Fix over Change
10 Sep 2022
Contributed by Lukas
Here is a challenge for you. How do you handle situations where a prospect currently experiences dissatisfaction in one area, but according thei...
How to Beat the Hidden Competitor?
10 Sep 2022
Contributed by Lukas
When opportunities stall, have you considered there is another competitor you are competing with? It’s The Hidden Competitor. Listen to this episode...
The Domino-Insights Effect
10 Sep 2022
Contributed by Lukas
Insight selling is about providing your stakeholder with a new perspective of their situation. However, there seems to be a lot of pressure on finding...
Gaining Consensus is the New Closing
09 Sep 2022
Contributed by Lukas
One of the most popular episodes on TheSalesAdvice. One of the challenges salespeople face with so many stakeholders involved in the buying process, i...
Buyers Dump Sales in the Skepticism Basket
09 Sep 2022
Contributed by Lukas
Why have we seen this decrease in selling time? Is the buyer’s trust in salespeople slowly but surely decreasing? Are we being dumped into the scept...
What Will Your Prospect Do After You Have Left Their Building?
09 Sep 2022
Contributed by Lukas
When coaching sales executives often, sales managers ask: “When do you think you can close the deal?”. In the new way of selling and in the new wa...
Your Magic Wand Runs Out of Magic
09 Sep 2022
Contributed by Lukas
The buyer’s expectations of what salespeople should bring to meetings have changed. The magic wand has run out of magic.
Do Buyers Need a Salesperson at All?
09 Sep 2022
Contributed by Lukas
Here is a scary question for you: Do buyers still need you? Are you out of your job soon? Listen to this episode to get your head straight. Of course,...
It is Better to be The Disrupter than The Disrupted
09 Sep 2022
Contributed by Lukas
What buyers tell us, as salespeople, is: “Why don’t you start helping me with what we, as a business, focus on instead of torturing me to follow y...
The Next Step in the Evolution of Sales
09 Sep 2022
Contributed by Lukas
We need again to adapt to new needs from the buyers. They are better informed and say to salespersons: “Tell me something I don’t know.” Are you...
Status Quo and the Cost of Inaction
09 Sep 2022
Contributed by Lukas
When discussing possible solutions, buyers use their status quo as the reference point to evaluate the attractiveness of your offer. Any improvement i...
What Buyers Say and Think is Different
09 Sep 2022
Contributed by Lukas
“No thanks, we are happy with our current supplier” is what many salespeople hear every day. Or you hear “thanks, but to make us switch, can you...
Are You Ready for Virtual Selling?
09 Sep 2022
Contributed by Lukas
Like how the fax machine, email, iPhone, and FaceTime, arrived in an instant, in order to remain relevant and competitive, sales executives have to ch...
Have You Moved On From Solution Selling?
09 Sep 2022
Contributed by Lukas
One of the most popular episodes of TheSalesAdvice podcast. This is a brain teaser and mind spinner. For decades salespeople have been successful with...
Train Your Brain
09 Sep 2022
Contributed by Lukas
Changing the way you sell requires changing your habits. Listen to some tips and hits on how to train your brain to do that.
Be A Captain of Change
09 Sep 2022
Contributed by Lukas
A lesson from my dad many decades ago: You need to figure out what your customers want, and they need to perceive you as someone with the knowledge th...
Selling is Helping
09 Sep 2022
Contributed by Lukas
We cannot deny what buyers are really after; they miss information, and they want to verify their own information findings. If you cannot provide that...
Metrics. Matter.
08 Sep 2022
Contributed by Lukas
As a salesperson, to Sell with the Buyer’s Perspective, what ability do you need to keep, improve, start or stop? There is a need for helpful, pract...
Do You Have A Great Retention Strategy?
08 Sep 2022
Contributed by Lukas
The key to retention is continuously creating new value. Learn about three essential Loyalty Builders.
Don’t Wing Your Meetings (II)
08 Sep 2022
Contributed by Lukas
Research and situational knowledge are crucial to be prepared for any call. What is the next step to take your preparation to the next level?
Don’t Wing Your Meetings (I)
08 Sep 2022
Contributed by Lukas
Preparing a meeting in the new way of selling requires thinking like a customer; What would they like to discuss? What are they looking for in the mee...
Small Commitments Lead to Bigger Deals
08 Sep 2022
Contributed by Lukas
Listen to this story telling why salespeople, instead of focusing on closing the deal, are better off gaining small commitments from the buyer that le...
Turn Customer Benefits into Insightful Storytelling
08 Sep 2022
Contributed by Lukas
“How can you find insightful, valuable information while not being an expert in the prospect’s industry?” Find out how a simple exercise will ge...
How To Handle Objections?
08 Sep 2022
Contributed by Lukas
The thought process of – a separate Overcoming Objections step – is outdated and does not fit the new way of selling. Learn how to do this differe...
Don’t Be A Prisoner of Hope.
08 Sep 2022
Contributed by Lukas
Forrester Research identified that salespersons who can gain the prospect’s interest to kick-start their buying process could double their closing r...
How to Hit a Home Run in Sales
08 Sep 2022
Contributed by Lukas
Listen to this episode about how to get a new customer to ship-to-profile and the analogy with hitting a home run.
Why Helping Comes Before Selling
08 Sep 2022
Contributed by Lukas
Before you start selling, you have to create a problem worth solving. Help your prospect understand why they are not getting the results they are look...
A Cocktail Recipe to Die For (and you can use it for successful prospecting!)
08 Sep 2022
Contributed by Lukas
Suppose your VP of Sales would task you to gain twelve new good quality customers in the next quarter. How would you go about that? What would be your...
CX = The Exponential Growth Strategy For Any Business
08 Sep 2022
Contributed by Lukas
Growth is a challenge for many business executives. Why? Because every business faces the same pressures. Listen to this episode to get some insights ...
How Easy Do You Make It For Buyers To Buy From You?
08 Sep 2022
Contributed by Lukas
There is a new term on the market: BUYER ENABLEMENT. Listen to this episode for marketers and sales to step up, and be ahead of the game by providing ...
The Fair price Phenomenon
08 Sep 2022
Contributed by Lukas
In Sales, you come across discounting requests nearly every day. How do you handle these at the moment? When customers ask you to sharpen your pencil,...
Mythbuster: To Close a Deal, You Start with the Decision-maker
08 Sep 2022
Contributed by Lukas
How often did your manager ask you if you talked to the decision-maker during your last pipeline review? Your answer may vary from: ” All the time t...
Procurement: Part of the Problem, or Part of the Solution?
08 Sep 2022
Contributed by Lukas
Some salespeople dislike dealing with Procurement. Listen to this episode to see a different side of procurement and how you should change your approa...
Trusted Advisors are Sense Makers
08 Sep 2022
Contributed by Lukas
Are you a Teller, a Giver or a Sense Maker? Buyers want to talk to someone who can help them with making sense of this mad world. Are you that person?...
Honesty is the Best Policy; Apply it to Improve the Way You Sell
08 Sep 2022
Contributed by Lukas
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...
Brace Yourself for The New Normal
08 Sep 2022
Contributed by Lukas
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 ada...
Use K.I.S.S. reflection to improve your new way of selling
08 Sep 2022
Contributed by Lukas
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 wa...
Which Way To Turn When You Find Yourself In a Dead-End Street?
07 Sep 2022
Contributed by Lukas
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 strategi...
How Do You Get Past The Gatekeeper?
07 Sep 2022
Contributed by Lukas
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 ep...
Your Sales Process Doesn't Fit Anymore
07 Sep 2022
Contributed by Lukas
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 ...
Fix Your Sales Process
07 Sep 2022
Contributed by Lukas
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...
Change 3 Fundamental Things to Become a Sales Champion
07 Sep 2022
Contributed by Lukas
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...
Take Your Buyer to New Heights
07 Sep 2022
Contributed by Lukas
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 buck...
Take Pipeline Coaching to a New Level
07 Sep 2022
Contributed by Lukas
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 Only Can Change if You Understand Why
07 Sep 2022
Contributed by Lukas
Twenty years from now, people will look back and say: “In the 2020s, the majority of salespeople were still solution sellers’. If you are still se...
Most of the Buying is Done When You are Not There
07 Sep 2022
Contributed by Lukas
Your influencing starts when you meet with stakeholders, but most of the work is often done without you. How does that work?
Driving Consensus: Overlooked and Misunderstood
07 Sep 2022
Contributed by Lukas
One essential skill that overcomes typical sales hurdles, like price-driven conversations, frustrations about extended sales cycles and opportunities ...
Creating Wants is More Effective than Discovering Needs
07 Sep 2022
Contributed by Lukas
When asking customers about their needs, nowadays they wouldn't know what to answer. Asking more and more questions doesn't help. But customers ...
Enabling The Buyer Discovery
07 Sep 2022
Contributed by Lukas
In the new way of selling your objective is to let the stakeholder discover something about themselves instead of you discovering customer needs. Your...
Turn on The Power of Reciprocity
07 Sep 2022
Contributed by Lukas
In the new way of selling, how do you get the customer to talk and open up about their business and challenges? Turn on the Power of Reciprocity.
Spicing Up Your Meetings
07 Sep 2022
Contributed by Lukas
The missing link between insightful conversations and closing a meeting is Enabling Your Change Champion. Learn how to Spice Up Your meetings.
Lead, Coach and Manage Like Never Before
26 Aug 2022
Contributed by Lukas
This episode is also available as a blog post: https://thesalesadvice.com/2022/08/09/lead-coach-and-manage-like-never-before/
The Power of Authentic Questioning and Listening.
26 Aug 2022
Contributed by Lukas
This episode is also available as a blog post: https://thesalesadvice.com/2022/08/16/the-power-of-authentic-questioning-and-listening/
Turn On The Power of Reciprocity
26 Aug 2022
Contributed by Lukas
This episode is also available as a blog post: https://thesalesadvice.com/2022/08/22/turn-on-the-power-of-reciprocity/
A Cocktail Recipe to Die For (and you can use it for successful prospecting!)
26 Aug 2022
Contributed by Lukas
This episode is also available as a blog post: https://thesalesadvice.com/2021/04/05/a-cocktail-recipe-to-die-for-and-you-can-use-it-for-successful-pr...
CX = The Exponential Growth Strategy For Any Business
26 Aug 2022
Contributed by Lukas
This episode is also available as a blog post: https://thesalesadvice.com/2021/04/13/cx-the-exponential-growth-strategy-for-any-business/
THE POWER OF INSIGHT SELLING
22 Feb 2022
Contributed by Lukas
This episode is also available as a blog post: https://thesalesadvice.com/2019/02/03/the-power-of-insight-selling/
Two Salespersons Doing The Same Job. Which One Will Survive?
22 Apr 2021
Contributed by Lukas
This episode is also available as a blog post: https://thesalesadvice.com/2020/08/04/two-salespersons-doing-the-same-job-which-one-will-survive/