Why Deals Break Down in Complex B2B Sales
And What Sales Leaders Must Do Differently in 2026 As sales teams enter another new year, many organizations are doubling down on…
Stop Blaming the Refs: The Hard Truth About Why Salespeople Lose Deals
In sales, it’s easy to blame the customer when a deal slips away. It sounds familiar:“They went with the cheaper option.”“They didn’t…
Selling Strategies for Medical Sales: Uncovering Influence, Expanding Access, and Leveraging AI
Over the past three decades, I’ve had the privilege of working with over a hundred sales organizations in life sciences and medical…
Avoiding the Most Common Sales Mistakes: Making Assumptions
One of the sneakiest threats I see in sales isn’t lack of effort, weak messaging, or even competitor pressure. The most common…
Start with the End in Mind: Aligning Learning to Sales Strategy
In the life sciences industry, commercial learning and development teams face relentless pressure to demonstrate that sales training programs are more than…
Lost Opportunities: 5 Sales Assumptions That Quietly Kill Deals
In a recent episode of The Sales Hunter Podcast, I had the pleasure of joining Mark Hunter to explore one of the…
Why Influence in Sales is Relative: The Sales Advantage of Knowing Who Really Drives Decisions
In sales, we often hear about the importance of identifying and working with influencers—those individuals who play a pivotal role in shaping…
How to Help Salespeople Create A Sense of Urgency in Sales
A critical factor underlying any buying process is the customer’s sense of urgency. Most salespeople will have a sense of whether or…