De rollen bij je klant: NAMAT

Bij complexe verkooptrajecten en de meeste B-to-B verkooptrajecten, moeten we erachter zien te komen hoe de DMU eruit ziet. DMU is een afkorting van “Decision Making Unit” and bestaat uit een groep mensen binnen een bedrijf die de aankoopbeslissing nemen. … Read More

5 years Train ’n Gain

Having been in the trainers business for 10 years at that time, and seeing the L&D world changing, I wanted to contribute to shaping the future of sales and leadership training ‘new style’. Because the courses that were out there … Read More

Sales statistics that you should take note of

We ran into this wonderful list of sales statistics, published by D. Disney. Every sales person should read this and benefit from this! On the phone, tone is 86% of our communication. Words we use are only 14% of our … Read More

11 things sales profs should stop doing immediately

I’ve trained 1000’s of sales people all over the planet and identified common mistakes that sales profs should stop making immediately. Here are the things that are important and “quick wins”: Stop trivialising the importance of the subject line When … Read More

How to map out the DMU: BANT vs. NAMAT

Read my blog on Hubspot to find out how to map out the decision making unit (DMU). The well known BANT acronym (Budget, Authority, Need, Timing) has been scrutinised by me and NAMAT is the successor. Check out my blog … Read More

How to handle objections

Sales people have to cope with various kinds of resistance, like objections, pretexts and brush-offs. (Potential) customers will always raise objections during sales conversations. It is essential to handle these objections professionally, to be able to come to a successful … Read More

To learn or to micro-learn?

A couple of days ago I talked to a friend of mine. He is an employee of a large governmental organisation. He complained about the e-learning that was offered to him by the L&D (Learning & Development) department of his … Read More