The new hire asked me why we pursue companies that already have a supplier. He wondered aloud whether it would be easier to target companies that don’t have a supplier. I explained that the best prospective clients are already using a competitor because companies that don’t buy what we sell typically don’t need our services ..read more

Discover the hidden ways modern technology is reshaping relationships and what we can learn to rebuild meaningful connections ..read more

Let’s talk about B2B lead generation. It sounds complicated, right? But it’s really just a fancy way of saying, “finding the right people for your business and getting them interested in what you offer ..read more

Managing a sales pipeline can feel like trying to pack for a trip without knowing the weather. You’ve got plenty of tools, lots of information, and a bit of hope—but it can still be overwhelming. When I worked as an outside sales representative, I spent way too much time guessing which leads would turn into deals. Sometimes I got lucky. Other times? Let’s just say I learned what not to do. When I look back, I realize how much of my effort went into finding what could have been streamlined with more informed insights and tools to enhance the narrative and make it flow in a fully natural manner ..read more

Discover how to shift from a self-focused sales approach to one that builds trust and long-term success ..read more

Navigating the modern world of B2B sales feels like solving an ever-evolving puzzle. The challenges we face are shaping how we succeed in sales leadership and productivity ..read more

The secret to winning more deals lies in meaningful conversations—not in algorithms ..read more

Don’t let outdated strategies destroy your credibility; discover how to elevate your status in every B2B meeting ..read more

The universe of B2B sales is evolving at an alarming pace. It's no longer enough to rely on legacy approaches and outdated sales tactics. Today, more than ever, salespeople and sales leaders must adapt to survive and thrive in this dynamic environment ..read more

Discover a proven insight-based sales approach to win over high-value enterprise clients—even those currently working with your competitors ..read more