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So, I came across this interesting formula that seeks to decode why (how?) Spain won the World Cup 2026. The acronym used was creatively (conveniently?) S.P.A.I.N. — Strategic Passing, Precision in Possession, Attacking Intelligence, Inspiring Teamwork and Naturally Gifted...
Dear Business Owner, are you losing sales at appointment stage? Do you wonder why your appointments don’t convert to sales, thus making all that marketing effort feel like money down the drain? Caught up in the allure of their...
I’m in a witty mood today, so allow me to share a few witty sales truths because… well… they’re true. 1. Sales should be an Olympic sport. Forget the 100 metres. Try chasing a prospect for three months only...
Sell yourself and sell the problem, before you sell the solution. Notice and nurture that sequence. If the customer doesn’t buy you, he won’t the product you are selling. By the same token, if the customer doesn’t feel his...
A “let me think it over” likely means you didn’t close the gap between their problem and your solution. Go back. “That’s ok. To help you do so, let’s review the main points we discussed.“ This simple action serves...
There’s an ongoing generational tension in the workplace—and it is quietly eroding sales performance. It’s not about budgets, targets, or markets—it’s about how we sell. The friction between digital natives and digital immigrants is no longer a soft-skills sideshow;...
