Three things keeping CEOs and Sales Leaders up at night

I’m constantly speaking to CEOs and sales leaders from across the world about their growth challenges and objectives – sharing ideas and insights that dramatically accelerate their and their team’s success. I love it. Totally rewarding.

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The one question few salespeople ever ask – but makes all the difference

Here’s a counterintuitive idea for  the corporate world:
empathy sells.

Let me give you a real-world example. A coaching client of mine, an excellent salesman, told me he was feeling nervous about a sale. He was in the final stages, and the client had narrowed it down to his company and a competitor. They offered essentially the same services, and my client’s services were marginally more expensive—so how could he be sure that he would win the deal?

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How to Get Meetings with CEOs

In today’s hyper-competitive market, what are your new business sales hunters doing differently to accelerate your sales cycle and improve your win rates?

If they’re anything like the growth leaders I work with, they’re making sure their salespeople are prospecting to and speaking with the person who can say yes to what you sell – the ultimate decision maker: the CEO or their designated senior executive.

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CEOs and Sales Leaders: Are your BDRs/SDRs becoming less effective?

In his article Martin E. Stevens raises the question if the SDR/BDR funstion has had it’s day.

SDR’s have, arguably, had their day. Buyers are becoming increasingly immune to their mass market, un-personalised (or barely semi-personalised) outreach. If they do engage a prospect, there are complaints about a lack of business acumen (SDR’s have mostly morphed into a low paying entry level sales positions) and poor narrative where an SDR is only comfortable talking about themselves and their own products. Meanwhile management are beginning to complain that SDR’s are driving up the cost of customer acquisition rather than decreasing it…

A client of mine decided to tackle this issue head on – move away from semi-personalised seller focused messaging to outcome and customer focused business messaging to get meetings with or referrals from C level executives (that raised the business acumen of SDRs at the same time). Look at the difference in opportunities and pipeline created!

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NO MIND READING! Advanced Discovery Skill (that builds a ‘case for change’​)

The most successful sales people that I’ve met or coach do something really well that separates them from the rest of their average performing peers. They are masters of asking CLARIFICATION questions. Clarification questions elevate sales conversations to Jedi level.

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