Notes on B2B sales, ABM, customer closeness, and the things that don't fit in a deck. Specific. Often opinionated. Always under a founder's name.
Years ago, at one of the companies I worked in, my head of marketing pulled me aside and said, "Don't you dare agree on anything with sales without getting me involved." She meant it. The two teams did not like each...
Read the note.I've been doing this long enough to know that Asia doesn't follow the playbook. It never has. The relationships here run deeper and start earlier. The decisions take longer and move faster once they move. The trust has...
Read the note.Picture a salesperson about to walk into a hard meeting. A big customer who has already said "not interested" three times. A product they only half understand. And one question running on a loop in their head: how do I...
Read the note.I've been selling business-to-business since the 1980s. When I started, it was a personal craft. You got to know the people you hoped to work with, you understood their problems. You sat with them long enough to see the...
Read the note.