Strategic Selling Newsletter

"No, not I, I will survive" ... but will you? Today I share why only strategic, consultative sellers will survive and thrive in B2B selling for 2024 and beyond. Hello Reader Gloria Gaynor's iconic tune is the theme of this week's message. Specifically, I'm asking the question: Is your role in B2B sales dead? In 2012, Andy Hoar and his team at Forrester Research predicted that the world of B2B sales would be transformed in the following decade. They predicted the Death of a (B2B) Salesman...

How can you be happier tomorrow? Something a bit different for this Easter weekend, which I have adapted from a Facebook post I read, helped me reflect on what was important. Hi Reader We convince ourselves that life in sales will be better after we get that first AE job, get a bigger territory, and then a promotion to sales manager. Then we are frustrated that the team aren't performing enough, and we'll be more content when they are. After that, we were frustrated that we had an...

WINNING STRATEGIC SALES | Mar 22, 2024 Unlocking Growth in Strategic Accounts: Understanding Strategic Sales Hi there Reader, This week, I'd like to explore the meaning of strategic sales, and highlight 6 common challenges when contrasted with simple, transactions and order taking. In the dynamic landscape of B2B selling, truly strategic sales are not just transactions; they are strategic manoeuvres that secure new strategic accounts, large framework contracts and significant procurement...

FRIDAY NEWSLETTER What's your value proposition? Happy Friday, Reader! If you work in strategic sales, your messaging must be grounded in HOW your company adds value to your specific customers. In ‘The Discipline of Market Leaders’ by Michael Treacy and Fred Wiersema, the core messages resonate to this day. Essentially the authors argue that you must select a ONE OF THREE DISCIPLINES as your company's value proposition. Product Leadership Like Tesla or Samsung, these companies deliver value...

Automation is the enemy of strategic sellers! Here's why. Hi, Reader Increasingly, B2B companies are using cadence tools (backed by AI and Machine Learning) to automate customer engagement. For strategic sellers, this automation will damage your results rather than improve them. Here's why! First, let's appreciate why these tools are typically introduced. Managers introduce them to improve their team's productivity and sellers request them to make life easier, reduce effort and, they hope,...