From Funnel Techniques to Business Understanding: What Really Drives Sales Success The sales profession has undergone dramatic changes over the past few decades. Each shift in buyer behavior has triggered new methodologies, training programs, and “breakthrough” techniques. But looking at this evolution reveals something interesting about what actually works—and what it demands from today’s sales […]
Author: Laszlo
The Sales Professional’s “Vacation”
Anyone who thinks salespeople can just switch off and disappear for a week clearly doesn’t understand how this business works. We’re not just employees—we’re the conductors of an orchestra that never stops playing. The music of commerce keeps going whether we’re there or not, and sometimes we need to step back in to keep everything […]
AI in Sales: Beyond the Hype – My Perspective
As someone who has been deeply immersed in AI research and implementation for years, both as a practitioner and as a doctoral student, I’ve witnessed firsthand the dramatic shift in how artificial intelligence is perceived in the business world. Those who follow my work know I’m a strong advocate for AI adoption—I use it extensively […]
The Strategic Career: why I wrote it?
A week ago, I published my new book: Strategic Career. The main drive was to showcase how proven business strategies can help an individual’s career, and I strongly believe it may be a life-changing experience. Nevertheless, there is more to it. I’m not a traditional career coach, and I didn’t set out to write a […]
The Hidden Fears Every Salesperson Faces (And How to Overcome Them)
Sales is often portrayed as a career for the fearless—confident go-getters who thrive on competition and never take “no” for an answer. But here’s the truth that nobody talks about: even the most successful salespeople battle fears and doubts every single day. If you’re in sales and struggling with anxiety, self-doubt, or fear, you’re not […]
Strategic Thinking Isn’t Just for Companies—It’s Key to Career Success Too
In 2013, I was stuck in a sales job that felt like a dead end. Good at hitting targets, but I could see exactly how far that would take me—and it wasn’t far enough. Every application for better roles came back with the same response: “We need someone with a university degree and specialized B2B […]
Why Emotional Intelligence Is Sabotaging Your B2B Sales Success
The Uncomfortable Truth About Empathy in Sales After years of research into social intelligence in sales, culminating in my recently published book on the subject: “Social Intelligence in Sales”, I’ve arrived at a controversial conclusion that challenges one of the most sacred beliefs in modern sales training: emotional intelligence and empathy are not just overrated […]
Sales War Games: The Strategic Advantage of Learning Organizations
The Battlefield Nobody Sees After 25 years in sales, what I see regularly is that sales leaders across industries face the same frustrating reality: despite having talented teams and competitive products, they’re consistently blindsided by market shifts. Competitors sweep in to win deals that should have been theirs. Promising prospects suddenly go silent after months […]
The Hidden Sales Skill: Beyond Active Listening
When I first started interviewing salespeople, I had a go-to question that I believed would separate the truly exceptional candidates from the merely competent ones. I would ask: “What do you think is the most important soft skill in sales?” The answers were predictable. Communication skills. Building rapport. Persistence. Confidence. These are all valid answers, […]
The MBA Advantage: Why Business Developers Are the Doctors of the Corporate World
My MBA journey fundamentally changed how I see business. It wasn’t just about learning frameworks or memorizing case studies—it gave me something far more valuable: a holistic perspective on the intricate web of entities that make up the business ecosystem and, crucially, my role as a business developer within it. But here’s where it gets […]