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 […]
Category: Sales
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 […]
Social Intelligence in Sales
Sales is no longer just about what you say—it’s about how well you understand the people you’re speaking to. In today’s complex B2B environment, sales professionals are expected to navigate multi-stakeholder decision processes, virtual communication, and increasingly diverse cultural expectations. Traditional sales techniques alone are often insufficient. Social Intelligence in Sales presents a practical and […]
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 […]
Breaking Down Silos: The RevOps Revolution and the Power of Aligned Metrics
The traditional business development model is under siege. For decades, marketing, sales, and customer success have operated as distinct kingdoms, each with their own metrics, cultures, and objectives. But the Revenue Operations (RevOps) revolution is demanding something radical: tear down the walls and unite these teams under a single banner of revenue generation. This […]
The Ethical Salesperson: Navigating the Tension Between Company and Customer Loyalty
Every one of us in sales faces moments that test our moral compass. We sit across from prospects, knowing our product has limitations that could impact their success. Our manager is breathing down our neck about quarterly targets. The customer trusts us to guide them toward the right solution. In that moment, whose interests do […]
Mastering Sales Rejection: From Roadblocks to Roadmaps
Rejection in sales isn’t the end of the conversation—it’s often the beginning of understanding. After decades in sales, I’ve learned that how you handle rejection can be the difference between a dead end and a breakthrough. Let me share what I’ve discovered about turning “no” into “not yet” and sometimes into “yes.” The Two Faces […]