How Sales Eras Have Evolved — From “Why Us” to Insight Selling
.A few days ago, I wrote about the three Sales Eras I have sold into. The first era’s conversation was about answering the question, “Why us?” Recently, a salesperson asked…
The 3 Eras of B2B Sales: How Selling Has Evolved (2025 Guide)
I joined my family’s staffing firm when I was seventeen, and since then, I’ve witnessed a complete transformation in B2B sales strategy over the decades. From landing clients like Express, Victoria’s Secret,…
Why Most Sales Strategies Fail Without Tactical Execution
Strategy without tactics is like a blueprint with no builders—useless, no matter how brilliant it looks on paper.
Why High-Pressure Sales Tactics Are Killing B2B Deals (And What to Do Instead)
If your sales strategy still relies on pressure and pitches, you're losing clients before the real conversation begins.
Why Pitches Fail: How Strategic Sales Conversations Win Clients
If you want more clients, stop pitching and start having strategic sales conversations—they’re the key to lasting business relationships.
How to Handle Sales Concerns Without Damaging Trust or Losing Deals
If you treat your prospect’s concern like an objection, you may lose the deal before you've earned the right to win it.
Why Replacing Human Salespeople with AI Is a Mistake for B2B Companies
AI can mimic voices, take orders, and even argue it's human—but it still can't build trust the way a real person can.
Why Salespeople Must Avoid Becoming a Commodity in the Age of AI, Automation, and Blue Ocean Disruption
Even the most innovative product or service will one day become a commodity—but the salesperson doesn't have to.
Why Salespeople Fail to Win Deals in the Era of the Trusted Authority
If you’re still selling like it’s 2010, you’re already losing clients. Here’s what the winners are doing instead.