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WHAT I DO: I provide onsite "Selling is Helping" Sales Training.
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Ton Verleg hat dies geteiltMost sales transformations fail. Not because of the salespeople. But because leaders aren’t truly bought in. You can train your teams. You can give them tools. You can push for more activity. But if your commercial leaders still think in traditional selling… 👉 Nothing really changes. Here’s the truth: You only move the needle when leadership changes first. Because they decide: - What “good selling” looks like - What gets coached - What gets rewarded - What gets reinforced No buy-in at the top = no change in the field. That’s exactly why I designed the “Modern Buyers. Modern Selling.” workshop. Not for sales reps. 👉 For commercial leaders and managers. In 3 hours, they will: - Experience the gap between traditional and modern selling - Align on what buyers actually expect today - Practice how to shift conversations - Leave with a clear direction to lead their teams differently It’s not theory. It’s a wake-up call + practical shift in mindset and behavior. If your team is: - Stuck in late-stage, price-driven conversations - Being coached on activity—but not impact - Working hard, but not winning enough Then it’s time to rethink how you sell. Stop selling products. Start helping customers build their future. I’m opening a limited number of these 3-hour workshops (on-site or virtual). Interested? (Group size 6-15) 👉 Send me a message 👉 Or email me at ton@buyerperspective.com Let’s make sure your team is not selling to yesterday’s buyer.
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Ton Verleg hat dies geteiltMost sales teams don’t have a performance problem. They have a training problem. Every year, companies invest in: → more tools → more AI → more lead generation → more activity And every year they expect different results. But nothing really changes. Why? Because modern buyers have moved on… and most sales training hasn’t. Buyers are: - better informed - involving more stakeholders - making decisions later And yet sales teams are still trained to: - pitch - present - “close” 👉 That’s the real gap. Not effort. Not tools. Not activity. Training that doesn’t match how modern buyers actually buy.
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Ton Verleg hat dies geteiltSales teams are doing more than ever. More calls. More meetings. More tools. And still missing targets. Strange… right? 👇 Here’s what’s actually going on. If your buyers have changed… has your training?
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Ton Verleg hat dies geteiltIn this edition, I want to explore a question that more and more commercial leaders are quietly asking themselves: Have we made our salespeople more effective… or just more dependent? Because while we’ve equipped them with more tools, data, and AI than ever before… something far more important might be declining: 👉 Curiosity.
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Ton Verleg hat dies geteiltSalespeople have never had more information. And yet… many have never been less curious. We’ve equipped sales teams with everything: - AI tools. - CRM prompts. - Automated outreach. - Real-time insights. And still… Buyers say: “They don’t understand my business.” “They send irrelevant messages.” “They show up too late… with a price.” Research backs this up: - Gartner: 73% of buyers avoid irrelevant outreach - Salesforce: 59% of buyers say reps don’t take the time to understand their goals - Forrester: 86% of buying decisions stall So here’s the uncomfortable question: 👉 Are we making salespeople more effective… or just more efficiently irrelevant? Because the real job of a salesperson has never changed: Not to deliver information. But to make sense of it. Not to push solutions. But to understand the customer’s world. Not to follow prompts. But to ask better questions. AI doesn’t kill great selling. But it can kill curiosity. And without curiosity… there is no insight. No challenge. No value. The salespeople who win today do 3 things differently: ✔️ They question the status quo ✔️ They connect insights to business impact ✔️ They help buyers think — not just decide That’s not selling. That’s helping. 👉 Curious how to re-ignite this mindset in your team? I run a 3-hour Modern Buyers. Modern Selling workshop for commercial leaders. Stop selling your products and solutions. Start helping customers build their future. #salestransformation #sellingishelping #modernselling
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Ton Verleg hat dies geteiltA workshop on: "Why traditional selling is so hard to unlearn—and what commercial leaders must do now to align their teams with how buyers actually decide."Your Sales Team Isn’t Broken. Your Selling Approach Might Be.Your Sales Team Isn’t Broken. Your Selling Approach Might Be.
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Ton Verleg hat dies geteiltA workshop on: "Why traditional selling is so hard to unlearn—and what commercial leaders must do now to align their teams with how buyers actually decide."Your Sales Team Isn’t Broken. Your Selling Approach Might Be.Your Sales Team Isn’t Broken. Your Selling Approach Might Be.
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Ton Verleg hat dies geteiltOnly 30% of organisations consistently follow a sales methodology. (Korn Ferry research) Which means… 70% of salespeople are winging it. (see the slides 👇) You have to wonder why. My experience: Most sales methodologies fail for two reasons. 1. They’re outdated They reflect how companies want to sell — not how buyers actually buy. So salespeople adapt. They improvise. They create their own way. 2. They’re too hard to implement They don’t fit naturally into the pipeline. They feel forced inside CRM systems. So people tick boxes… fabricate inputs… and move on. So here’s the real question: 👉 Is your methodology helping your team… or slowing them down? A methodology only works if it: - aligns with the buyer’s world - follows the buying process - naturally moves opportunities forward Because when it fits reality… Salespeople don’t resist it. They use it. If this resonates — and you want to bring a modern, buyer-aligned approach to your teams… Let’s talk. #salesleadership #modernselling #sellingishelping #b2b #commercialexcellence
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Ton Verleg gefällt dasTon Verleg gefällt dasI banned "yes" for 30 days and this is what happened to our close rate. Most sales reps chase "yes" like it's oxygen. The problem is that most "yes" responses are lies wrapped in politeness. Christopher Voss, former FBI hostage negotiator, identified three types of "yes" that exist in every conversation: 1️⃣ Counterfeit yes: "Yeah sure, sounds good" which actually means "please stop talking" 2️⃣ Confirmation yes: "Yes, that's correct" which carries zero commitment or intent 3️⃣ Commitment yes: Rare, genuine, and backed by actual willingness to act The issue is you cannot tell which one you are getting until the deal dies in your pipeline three months later. Voss discovered something counterintuitive during hostage negotiations. Giving someone permission to say "no" makes them feel safe, and when people feel safe they tell you the truth. The psychology is simple: "Yes" creates fear because it sounds like commitment, whilst "no" creates safety because it signals control and invites honest dialogue. I had my team transform every yes-oriented question into a no-oriented one for 30 days. Instead of "Is this a priority for you?" we asked "Have you given up on solving this problem?" Instead of "Does this make sense?" we asked "Is there anything about this that seems unrealistic?" Instead of "Do you have budget?" we asked "Is budget something you've completely ruled out?" The pattern is always the same: make it safe for them to say no. When they do, they immediately explain why, and that explanation is worth more than ten polite yeses. One of my AEs had a prospect agreeing to everything. So he asked: "Is there any reason why this wouldn't work for your team?" Long pause. Then the truth: "Actually yes. Our CTO tried something similar last year and it was a disaster. I don't think I can get buy-in." That objection would have stayed buried until the deal quietly died in month three. The no-oriented question surfaced it in week one, they worked through it together, and the deal closed six weeks later. Your prospects are lying to you with "yes" right now because they think that is what you want to hear. Give them permission to say "no" instead and you will lose fewer deals whilst winning faster. P.S. Leadhunt.ai finds your ideal prospects, reaches out to them with hyper-personalised messages, handles all questions or objections and books qualified meetings straight to your calendar. It's currently offering exclusive access to a select group of companies. If you're curious how leading B2B teams run outbound in 2026, join the waitlist → https://lnkd.in/dKYEwNbU 💫
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Ton Verleg gefällt dasTon Verleg gefällt dasfulfilment.com has been acquired by D&H Distributing ! You'd think that with a name like that, we'd be intimately familiar with Fulfillment.com but this is the first time we're hearing about it. Nonetheless wish these two companies good luck. That's all now, LIKE, COMMENT, and move along!
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Ton Verleg gefällt dasTon Verleg gefällt das[Heavy Weight Express Training_Mar 2026] 📆 2026.03.16-03.31 📝 10 Sessions ⏰ 35 Hours 🙋♀️ 186 Participants (Commercial & CS, OPS Functions Attended) 🗿✈️🗿✈️🗿✈️🗿✈️🗿✈️🗿✈️🗿✈️🗿✈️🗿✈️ I’ve successfully completed the "Heavy Weight Express Training" journey to drive DHL Group's new FOCUS strategy. At DHL, training goes far beyond simply transferring knowledge. It is about clearly communicating our company strategy, helping employees understand the “why” behind our goals, and equipping them with the tools and mindset to achieve them. Most importantly, it’s about inspiring and building a strong “Can Do” mindset. This experience reinforced my belief once again: training is one of the most critical drivers that moves our organization forward. I made every effort to quickly localize and deliver the global training modules to our Korea team—because I genuinely care about the growth of our DHL Korea sales team. Knowing that they trust and rely on me is both a great responsibility and a powerful source of motivation. After the training, one of our sales colleagues told me: “Sojin, thanks to you, I’m now ready to sell Heavy Weight Express.” That one message says it all. We are now ready to deliver premium services for heavy shipments to our customers. At times, delivering large-scale training within a short period can feel overwhelming—physically and mentally demanding. 🫠 But..I’m truly proud that I once again pushed through and completed this journey.🌸 Our Inflection point just started🔥🔥🔥 🗿✈️🗿✈️🗿✈️🗿✈️🗿✈️🗿✈️🗿✈️🗿✈️🗿✈️ Thanks to Massieh Wali & Leendert van Delft for your continiued supports and sponsorship ❤️ and big thanks to my co-facilitators SeongYoung Moon & Seonjong Yu 😍❤️ #Training #SalesEnablement #HeavyWeightExpress #DHLExpress #Leadership #GrowthMindset #CanDo
Berufserfahrung und Ausbildung
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Ex DHL Express
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Veröffentlichungen
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BuyerPerspective sales transformation
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Veröffentlichung anzeigenSales Training online and on-site to learn how to Sell with the Buyer's perspective. Also a weekly sales blog about Sales Transformation
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English, German, Dutch
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