Why Pitches Fail: How Strategic Sales Conversations Win Clients
If you want more clients, stop pitching and start having strategic sales conversations—they’re the key to lasting business relationships.
How to Handle Sales Concerns Without Damaging Trust or Losing Deals
If you treat your prospect’s concern like an objection, you may lose the deal before you’ve earned the right to win it.
Why Replacing Human Salespeople with AI Is a Mistake for B2B Companies
AI can mimic voices, take orders, and even argue it’s human—but it still can’t build trust the way a real person can.
Why Salespeople Must Avoid Becoming a Commodity in the Age of AI, Automation, and Blue Ocean Disruption
Even the most innovative product or service will one day become a commodity—but the salesperson doesn’t have to.
Why Salespeople Fail to Win Deals in the Era of the Trusted Authority
If you’re still selling like it’s 2010, you’re already losing clients. Here’s what the winners are doing instead.
Why Strategic Outcomes Matter More Than Features in B2B Sales
Buyers no longer care about your features—they care about the future outcomes you can help them create.
The Death of Solution Selling (and What Replaces It)
Why Prescriptive Sales Wins: From Solution Selling to Strategic Outcomes Clients don’t buy solutions—they buy results. A sales approach that positions your product or service as “the solution” assumes the client understands their problem. It also assumes that you fully understand the problem. Today, top performers lead the conversation by redefining the client’s problem, based…
