by | Nov 20, 2025 | Book of Business Management, Organizational Structure, Sales Organizations
How many revenue organizations have you come across that operate on the premise that each additional seller that gets added to the team will generate X amount of revenue based on current seller metrics? The answer is “almost all of them”. This is a form of...
by | Nov 5, 2025 | Organizational Structure, Sales Organizations, Sales Team Dynamics
Organizational and business leaders are struggling with how to build for the future. This makes sense because we live in a world where the promise of AI is very real and apparent, but the current output is less reliable and transcendent than the promise. In this...
by | Oct 22, 2025 | Presentations, Storytelling, The Buyer's Mind
Sales presentations are like art in one very informative way. People have to be excited by them, emotionally. If your client is not interested in, and excited by your presentation, you will have lost the opportunity to be influential in that setting. Your buyer may...
by | Oct 6, 2025 | Power Dynamics, Presentations, Storytelling
Demos or product demonstrations are a subset of presentations with a very specific goal. They introduce a challenge for sellers, because they are often asked for by the buyer. This means two things. The first is that by asking for the demo and getting it, the buyer,...
by | Sep 17, 2025 | Sales Leadership, Sales Organizations, Storytelling, The Buyer's Mind
As sales leaders, we talk about it all the time. The best way to influence buyers is through telling stories. The idea is to create a beginning, middle, and end, where the buyer is the protagonist and your seller is a consultative supporter along the way. The only...
