The Early Years: From CV Holder to Digital Rolodex When LinkedIn launched in 2003, it was refreshingly straightforward. No gimmicks,…
As almost every seller knows by now, the average B2B buying committee includes 6 to 10 stakeholders, each consulting multiple…
Selling to procurement can feel like trying to dance a waltz in a minefield. One wrong move and the whole…
Most sales training programmes treat curiosity like a soft skill – a nice-to-have, good for rapport-building or probing for pain.…
There’s a seductive story in sales. One that gets told over pints, in hiring meetings, and in the quiet hierarchy…
Vilfredo Pareto, an Italian economist with a cracking name and a sharp beard, first noticed in 1896 that 80% of…
If you're not interrogating your own approach, your buyers certainly will. Salespeople are often praised for the questions they ask…
There’s an old adage in sales: give your reps the right tools, and they’ll deliver the results. It’s not unusual…
There’s something deliciously ironic about the Dunning–Kruger effect. The very people most affected by it are the least likely to…
In the 1920s, psychologist Bluma Zeigarnik noticed something unusual about waiters in a Viennese café. They could remember unpaid orders…