Inspired by a McKinsey perspective, this article connects global trade shifts to modern buying behavior—and explains what sales leaders must change if they want their teams to stay relevant.
Sales leaders are making a big mistake by putting all their AI eggs in one basket. Ironically, they are “sold” by technical AI companies that efficiency is the most important initiative in B2B sales. Hence, they invest in those that …
That moment when a sales rep says, “I’m not here to push anything,”…and then proceeds to ask questions only to uncover pain points.Looking for the perfect hook to pitch their solution. By then?❌ The buyer has already checked out.❌ They …
Most salespeople think they’re preparing for sales calls. They are not. If you lead a sales or marketing team, you’ve probably heard this before: “I can use ChatGPT to prep for my customer meeting.” But here’s what your salespeople aren’t …
Let’s be honest — when did you last pause to reflect on how well you’re Selling with the Buyer’s Perspective? Most salespeople think they’re putting the buyer first, but reality often tells a different story. That’s why I’m inviting you …
This is a special blog post for Sales Leaders. “Change is an exciting thing”. It can bring growth, valuable experiences, creativity and positive outcomes. “Change is also difficult”. It requires a person to step into the unknown and let go …