Tag Neil Rackham

A huge pipeline isn’t a sign of success. It might be a sign something is broken.

Anyone can make a benefit statement. Without proof, it’s just noise.

“No sales. No business.” 

The business case your client ignores is the one you wrote for them.

Full pipeline. Busy calendar. Losing deals you should be winning.

Neil Rackham built his career on the big sale vs. small sale distinction. Then he admitted it was the wrong frame all along.

Competence × AI = Leverage

You’re spending hours preparing for your negotiation. You should be planning it.

Most salespeople are winging it. They just call it “being natural.”

“50 salespeople can sell you a ladder to climb out of a hole. Only 1 in 50 will stop you falling in.”

Your deal isn’t stalling. Your champion is just lonely.

The significant value of the pause

Your audience doesn’t care about your presentation. They care about themselves.

The Complexity Trap

The 2026 Stakeholder Consensus Map