Tag #SalesTraining

The Script Is the Problem

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

Methodology without mindset is just a checklist.

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

AI just made half of what most sellers do obsolete.

Your best seller just lost a deal before they walked in the room.

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.

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.

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

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