Insights
Weekly notes on selling better
Practical articles on corporate sales training, SPIN Selling and the psychology of buying — a new one every week.
Corporate sales training for stalled 2027 budget deals
When a prospect says “let’s revisit this in January”, another follow-up rarely solves the problem. Teach your team to uncover the decision behind the delay and help buyers build a credible case for 2027 spending.
SPIN Selling Explained: The Most Effective Sales Method
A clear, practical guide to SPIN Selling: what it is, how the four questions work, and why it is the most effective selling method for most companies.