Tag #SalesStrategy

The deal didn’t die in the meeting. It died the night before

The Paradox of Choice

My upcoming object:

The best enterprise sellers aren’t playing the quarterly game.

“Can you hear me?”

You just delivered your best discovery question.

The best venture capitalists in the world are elite SPIN® practitioners.

Your top performer made half the calls last quarter.

You spent three months proving your value.

Methodology without mindset is just a checklist.

You think you’re presenting benefits. You’re presenting features with ambition.

Your client sat through six vendor presentations last week.

Your best sellers are using AI you didn’t approve. And they’re not going to tell you.

Your Sales Engineer is your most powerful asset in a complex deal.

The client isn’t disengaged. They’re exhausted by your questions.