Tag #SalesStrategy

An angry client isn’t a problem to solve. They’re a person to hear.

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.

Your company calls you an Account Executive. But are you a hunter or a farmer?

“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 2026 Stakeholder Consensus Map

The “Promise” Preliminary

The Value Architects: Create, Capture, Deliver!

AI Won’t Save a Bad Sales Behaviours — It Will Only Accelerate Your Failure

Why be boring when you can be memorable?

Stop Talking and Document What You Hear