Christian Maurer
Christian Maurer
Consulting
Christian Maurer, The Sales Executive Resource, is an independent sales effectiveness consultant, trainer and coach.
Do salespeople become obsolete? That’s the question.
If you look to sales experts to give you the answer, you will be disappointed. There are two fractions. One fraction of experts predicts...
Is this Social Selling? (A Rant)
To be honest I still struggle with a good definition for Social Selling; even though LinkedIn is telling me that my SSI is 82,...
The New Account Sales Challenge: The 5 Ugly Questions Helping You to Protect the Health of Your Business
In the CSO Insights 2015 Sales Performance Optimization study, “capturing new accounts” made it to the top of sales objectives for 2015. Kim Cameron...
What is a reasonable number of contacts in your social network (2)?
This is the second post based on a keynote I presented at the 10th annual RiiM conference in Paris on the beginning of April...
What is a reasonable number of contacts in your social network?
Photo credit Noneotuho CC BY-SA 3.0 (http://creativecommons.org/licenses/by-sa/3.0), via Wikimedia Commons This post is based on a keynote I presented at the 10th annual RiiM...
Stop Moaning About the Changed Customer Behavior
We all have read reports about research telling us that people are about 60% or more through their buying process before they first contact...
Don’t throw the baby out with the bathwater
It seems pretty obvious that the profound shifts in customer behavior render traditional sales processes obsolete. Why then do so many managers still insist...
80% of sales jobs will change in the next 3 years
It is a fact. Many sales experts and commentators are telling us that 80% of sales roles will change by 2016.That doesn’t necessarily mean...
How peddlers made humans’ fear of loss work for them
I noticed that Gerhardt Gschwandtner, CEO of Selling Power and SalesOpShop, put up a new video on youtube entitled « The Past and the...
Are you a Sales Manager or a Sales Leader?
In a post on the HBR Blog network, Vineet Nayar proposes as one of the criteria to distinguish managers from leaders their attitude...
Warning to CEOs: Resist the Temptation of Believing in Silver Bullets
…… especially when trying to address performance issues of your sales force. On February 6, 2013 Sales training industry experts Brian Lambert, Geoffrey James, John...
Commercial Sales Methodologies are evolving at a slow pace
Yesterday, I attended a presentation about Sales Performance International's (SPI new "Solution Selling 2.0" program. The one and only sales process does...
How do you define Sales?
I have gone quiet on my blog for a while. One of the reasons is that I am preparing and teaching a course on...
Conversations with Economic Buyers
We know that successful sellers are able to provide value to each interaction they have with prospects and clients. If you want to provide...
Relationship Selling is Dead, Live Relationship Management
Matthew Dixon and Brent Adamson in their book "Challenger Sale" make a convincing case that Relationship Builders are not top performers particular in complex...
What is the Sales Effectiveness of Your Organization and Yourself?
Why should you care? Businesses are under constant pressure for productivity improvements. Sales organizations are not excluded from this demand. Yet for most salespeople and...
What is your return on the use of a common language?
Sales training companies are telling us that one major soft benefit from their training is the use of a common language by the sales...
What Rainmakers Do
In their new book «Rainmaking Conversations», Mike Schultz and John E. Doerr explain that rainmakers – sales superstars raking in considerably more sales than...
What Sellers can learn from Skiers
The announcement of a new book claiming to give you the wisdom "how to sell anything" and the opening of the Alpine...
It is counterintuitive but it works
As a person who believed that the velocity with which a lead converts to a deal is not considered enough, I was skeptical whether...