Author | Speaker
Karl Becker has founded and run numerous companies over the last thirty years and now runs Improving Sales Performance, a consultancy that supports sales organizations to build high-performing teams and achieve their revenue goals.
He is the author of Set up to Win: Three Frameworks to a High-Performing Sales Organization, Sales & Marketing Alignment, and Iceberg Selling.
He has a BA in economics from Colorado College and an MBA from the University of Colorado, Boulder.
Connect with Karl Becker on LinkedIn.
Why I Wrote Iceberg Selling
For years I've coached salespeople of all different levels. All of them have wanted to raise their game and improve their performance, but another thing was also true: They wanted to strengthen their relationships with customers and bring them more value to ultimately close more deals.
Iceberg Selling is a culmination of my last 30 years of work both as a salesperson and a coach who supports salespeople to sell at a higher, more effective level.
Seeing the full picture of your customer’s experience—the 90% of their iceberg that’s below the waterline—yields solutions that better align with what they want and need. It helps you create mutually agreed-to next steps and keeps you out of the dreaded check-in zone.
When you start to see every customer and situation as an iceberg, and invest the time to see what's going on below the surface, your life will change. That goes not just for your professional life, but your personal life, too.
Even applying one of the mindset shifts and best practices in Iceberg Selling will help anyone in sales to start performing better. And you can start implementing any of these powerful concepts right away.
I invite you to explore how Iceberg Selling might change your life for the better.
Best ~ Karl Becker