Like most people in my country, I take several weeks off every summer to spend time with family, travel, and relax. This year, something special … [Read more...] about 5 Things I Learned About AI On My Summer Vacation
Three Hidden Reasons Your Salespeople Aren’t Making Cold Calls
Over the past several decades, thought leaders have repeatedly predicted the death of cold calls. First, it was social media and LinkedIn that was … [Read more...] about Three Hidden Reasons Your Salespeople Aren’t Making Cold Calls
How Lost Tribal Knowledge Costs Companies Revenue with Nate Tutas
In this episode of The Art and Science of Complex Sales, our guest Nate Tutas explores a growing risk facing manufacturing and distribution companies: … [Read more...] about How Lost Tribal Knowledge Costs Companies Revenue with Nate Tutas
What Is Selling?
Sometimes, the simplest questions reveal hidden information. Definitions for words that we use all the time can seem obvious, until we start trying to … [Read more...] about What Is Selling?
Demystifying Systems Thinking for Sales
I’ve talked a lot about systems thinking on this blog, and I thought it might be helpful to demystify its main concepts, specifically for the sales … [Read more...] about Demystifying Systems Thinking for Sales
Use The Difficulty To Make More Sales
I’ve been thinking about the idea of “using the difficulty” lately, in the context of complex sales. I encountered the concept in a post by Sahil … [Read more...] about Use The Difficulty To Make More Sales
