Issue #119 Actions Speak Louder Than Words (Unless You Really Shout) A Simple Rule To Make Selling Easier Many people never find their rhythm in sales because they burn energy in the wrong direction. They try to manage how buyers behave. They chase reactions, try to predict moods. They interpret silence as rejection and interest as a promise. They spend more time monitoring the other person than doing the work that moves a deal forward. This is exhausting and it kills progress. A boss I had...
7 days ago • 4 min read
Issue #118 This is the House of Sales - Now Learn The Rules The House Rules: Enterprise Selling When you sell into an enterprise, you aren’t persuading a person, you’re navigating a system. And systems don’t respond to pressure, the way a person might, they respond to flow. Over the years I’ve learned that most complex deals fall apart because the seller treats the organisation like a wall to be broken, instead of a current to be navigated. The more you push, the more resistance you create....
14 days ago • 4 min read
Issue #117 Stop Waiting For Permission Every seller knows the pattern: you know what to do, you can see the next move, yet you stall. You tell yourself you’re waiting for the right timing or approval or the stars to magically align, but what you’re really waiting for is permission. In enterprise sales, that delay costs momentum. That can sound the death knell for complex projects. Buyers move on, budgets get allocated elsewhere, and opportunities quietly die. Your career if you wait for...
21 days ago • 4 min read
Issue #116 It's not the size of your sword, it's the precision of your stroke A Japanese Philosophy of Selling My first multi-million dollar deal was with a Japanese medical devices company. They wanted to build a logistics hub in Europe, and I expected the usual tug-of-war over costs and margins. Instead, I found something else entirely. They didn’t see the deal as a contest between buyer and seller. Time to change that attitude, Titus... They saw it as a shared act of creation. Their...
28 days ago • 4 min read
Issue #115 Now there's a bloke who could sell you a future... Every Great Leader Is a Salesperson In big companies, the people who rise aren’t the cleverest or the busiest. They’re the ones who can sell. There’s more to it than just using your own selling skills to get a seat at the top table, as you’ll see. To survive and thrive in a big company you always seem to be selling. Not just products, Ideas. Strategies. Change. "Turn and face the strange changes" - actually it is better to lead...
about 1 month ago • 3 min read
Issue #114 It doesn't have to be this way... Why You Get Ghosted And How to Stop It A senior sales VP came to me with a problem that looked simple: his team was capable but inconsistent. He wanted structure, focus, and a strategy the board would back. We made progress quickly. We clarified the outcomes he wanted, mapped the skills gap, and built a training and coaching plan he could justify financially. satisfied thats exactly what i wanted GIF by Showtime He understood the logic, believed in...
about 1 month ago • 4 min read
Issue #113 Margery's search for small suppliers was not going well... Visibility Isn’t Vanity - It’s Survival Buyers can only act on what they see. If you aren’t visible where (and when) they look for solutions, your product might as well not exist. Awareness is the first commercial advantage a business ever wins. Research (Nielsen and Ehrenberg-Bass) shows that firms with strong brand recognition generate up to five times more inbound opportunities at the same level of marketing spend....
about 2 months ago • 3 min read
Issue #112 The older models took up to 30 years to complete their programming... Why You Can’t Compete On Price Forever In the 1960s, economist William Baumol noticed something odd. Some industries get much more productive over time (manufacturing, software, logistics). Others, like teaching, healthcare or live music, barely change in productivity at all. A factory can make twice as many widgets with automation. But a string quartet still takes four people the same 40 minutes to play Mozart....
about 2 months ago • 4 min read
Issue #111 I think I May Have Found The Cause Of The Problem... Why Big Deals Die A Diagnostic for Salespeople Who Dare to Go Big Most big deals don’t die with a bang, they die with a polite email or worse - total silence. If you’re chasing enterprise revenue and your deal has gone mysteriously cold, it’s probably not about price or product. That may be what they tell you and what you put in the CRM, but it's because you missed one of the real reasons big deals die. Here’s a framework based...
2 months ago • 4 min read