In 30 seconds The Problem SMEs are paying tech giants for visibility and getting ghost leads in return. LinkedIn's algorithm rewards large budgets and starves small ones - producing leads…
Read More
In 30 seconds The Problem. Winning a B2B account triggers a dangerous psychological shift. Salespeople who operated with sharp curiosity during the sale get comfortable once signed. They stop diagnosing…
Read More
In 30 seconds The Problem: A deal stalls, anxiety creeps in, and the salesperson sends the most destructive email in modern B2B: "Just checking in." In one line, months of…
Read More
In 30 seconds The Problem: In buying committee meetings, sales professionals instinctively focus on the engaged, enthusiastic stakeholders and avoid the quiet, sceptical ones. That sceptic - the operational manager…
Read More
In 30 seconds The Problem: If your sales conversations revolve around pricing and features, you're a vendor - easily replaced, first to be cut, and commoditised. C-Suite executives don't buy…
Read More
In 30 seconds As AI reshapes sales, success hinges not on replacing people, but on partnering with machines. The “human-in-the-loop” model lets AI do the heavy lifting -analysing data, predicting…
Read More
In 30 seconds Two months ago, I entered Hugo Boss at Chadstone Shopping Centre, seeking a perfect suit. Kimmi, a warm sales associate, showed me a great black suit but…
Read More
In 30 seconds Theory of Mind (ToM) is all about understanding that others have unique thoughts, feelings, and viewpoints. It's key for navigating any relationship, from work colleagues to family.…
Read More
In 30 seconds Asking for a discount can be customary or a signal of needing expense justification. For businesses, avoiding unnecessary discounts is crucial. Discounting devalues offerings, sets poor examples,…
Read More
In 30 seconds Selling is much more than completing transactions, particularly in B2B and complex B2C environments. Delivering value is crucial for building long-term relationships with customers. To shift to…
Read More
New Article Email Notification