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, […]
Author: Laszlo
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 […]
The Sales Training Gap
And what sales leaders can do about it? Sales reps leave training workshops armed with funneling techniques, closing methods, and listening frameworks. Then they face today’s highly demanding buyers and struggle. The training didn’t prepare them for these conversations. The Problem with Generic Sales Training Most sales training programs are built on a foundation that made sense […]
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 […]
The Heart of Sales: Why Product Passion Matters
Sales isn’t just about numbers, quotas, or closing deals. At its core, exceptional sales performance stems from something far more profound: genuine love for what you’re selling. This isn’t corporate fluff or motivational speak—it’s the invisible force that separates mediocre salespeople from those who consistently excel. The Authenticity Factor When you truly believe in your […]
Trust Your Gut — But Stay Open To New Experience
Sometimes, the timing feels perfect. A new customer shows up just when you need the business. On the surface, everything seems great—the deal makes sense, the revenue helps, and you feel like this is the win you’ve been waiting for. But something inside says otherwise. I’ve had this feeling more than once. My gut told […]
Market Development for Small Companies: Build a System
When it comes to sales, there’s no magic trick—but there is a method. The key is having a system: a structured, repeatable way to identify and approach potential customers without burning out or chasing random leads. Here’s the truth—every company has its own way of handling new offers. Some people welcome them, others ignore them. […]
Burnout Isn’t Just a Buzzword—It’s Real, and It’s Personal
Burnout is tough. But so are you. These days, burnout is everywhere—on LinkedIn posts, in thought leadership videos, and in casual conversations among professionals. It’s become a trend. But for me, burnout wasn’t a concept. It was something I lived through once, nearly twice. And each time, it hit hard, not because of long hours […]