Felipe de Stefani

Persist, persist, persist. Rejection often isn't a personal judgment; it's often about the limited mental bandwidth of the client. Being persistent improves your chances of success. Remember, most people aren't preoccupied with your thoughts all day, so it's beneficial to occupy some space in their minds.

A useful practice I've discovered is to establish consistency in storytelling across the sales team. In many organizations, the narrative can vary depending on who you speak to. Salespeople often opt for the easiest path, sticking to what they are most comfortable with, rather than conveying what's essential for the client to understand in their specific context.

A valuable lesson I've learned in the B2B realm is to remain open to what the client truly needs, even if you have a fantastic product to offer. It's crucial to avoid the pitfall of presenting a great product in the wrong context, at the wrong time, or to the wrong customer. Many sales executives tend to take a 'push' approach, emphasizing their product. Conversely, a 'pull' approach centers on the client's needs and tailors solutions based on feedback gathered during meaningful conversations that allow clients to express their pain points. This calls for the ability to ask the right questions and practice active listening.

A valuable lesson I've learned in the B2B realm is to remain open to what the client truly needs, even if you have a fantastic product to offer. It's crucial to avoid the pitfall of presenting a great product in the wrong context, at the wrong time, or to the wrong customer. Many sales executives tend to take a 'push' approach, emphasizing their product. Conversely, a 'pull' approach centers on the client's needs and tailors solutions based on feedback gathered during meaningful conversations that allow clients to express their pain points. This calls for the ability to ask the right questions and practice active listening.

A valuable lesson I've learned in the B2B realm is to remain open to what the client truly needs, even if you have a fantastic product to offer. It's crucial to avoid the pitfall of presenting a great product in the wrong context, at the wrong time, or to the wrong customer. Many sales executives tend to take a 'push' approach, emphasizing their product. Conversely, a 'pull' approach centers on the client's needs and tailors solutions based on feedback gathered during meaningful conversations that allow clients to express their pain points. This calls for the ability to ask the right questions and practice active listening.