2026-09-28
Sales
The Experience Gap: Why AI Tooling Is Killing the Rainmaker
Companies are investing record amounts in AI while sales performance falters. The culprit is a hiring strategy that filters out the exact people who make rain.
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Leadership, change
and business.
Practical ideas from three decades of selling, leading and advising — no fluff, no scripts.
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2026-09-10
Sales
What Is Consultative Selling? A Practical Guide for B2B Sales Teams
Consultative selling explained in plain terms: what it is, how it differs from traditional selling, the question framework that makes it work, and how to coach a team into it.
2026-08-30
Sales
Ask Like a Prosecutor: The Most Underrated Skill in Sales and Strategy
Influence doesn’t belong to the person with the best answers — it belongs to the person who asks the questions that make the truth difficult to ignore.
2026-08-12
Sales
Listening Is a Strategy: The Most Underrated Skill in Business and Life
Most people don’t listen to understand — they listen to respond. Why real listening is an execution skill, not a soft skill.
2026-07-25
Sales
Consultative Selling: Why Active Listening Wins Modern B2B Deals
Consultative selling is the discipline of asking better questions and listening twice as much as you talk. Here is how it works in practice, drawn from Buyers Aren’t Stupid, So Shut Up and Listen.
2026-09-15
Leadership
Leadership Is Listening, Not Talking
The same skill that wins deals wins teams. Why the leaders who talk least often understand most.
2026-08-20
Change
Why Change Fails in the Middle, Not at the Top
Every transformation deck looks great in the boardroom. The battle is won or lost with the people who have to live it on Tuesday morning.