It was a cold, rainy Friday evening in 2011.We were living in Istanbul with my wife, Agathe.I had just returned home after a long week of customer visits across the country. As I walked in, she asked casually,“So, how was your day?” Normally, I would have said “Fine.”But that evening, I felt heavy.And I saidContinue reading “Removing Masks: A Journey to True Selling”
Tag Archives: Sales
What Mesopotamia Can Teach Us About the Future of Sales
Ancient Mesopotamia, regarded as the cradle of commerce, established foundational principles such as tracking trades and fostering trust that still resonate today. Modern sales has fragmented into specialized roles, often losing essential human elements. By embracing a mindset rooted in relationships and ethics, we can reconnect with the true spirit of commerce.
Excellence vs. Perfectionism in Quantum Selling: The Invisible Line That Changes Everything
In today’s complex, fast-moving sales environment, the difference between excellence and perfectionism isn’t just philosophical—it’s strategic. One expands possibility, the other collapses it. One builds trust and flow, the other creates pressure and control. In Quantum Selling, this difference can make or break the relational field between buyer and seller. Seeking Excellence means aiming high while embracing growth, presence, andContinue reading “Excellence vs. Perfectionism in Quantum Selling: The Invisible Line That Changes Everything”
Why Do We Only Build Sales Teams with Salespeople?
Reading Yes to the Mess by Frank J. Barrett sparked an intriguing thought: Would you build a football team with only defenders? Or a jazz band with only saxophonists? Of course not—it would be absurd. Even in business, you wouldn’t construct a finance team entirely from accountants. So, why do sales teams consist solely ofContinue reading “Why Do We Only Build Sales Teams with Salespeople?”
The Salesperson of Yesterday: Rediscovering the Essence of Commerce in a Digital World
In the fast-paced business world, we often romanticize the *salesperson of yesterday*, imagining a bygone era of personal connections, simpler transactions, and trusted relationships. But here’s a provocative idea: *the salesperson of yesterday never existed.* What we understand today as the role of a salesperson is, in fact, a relatively new concept, born outContinue reading “The Salesperson of Yesterday: Rediscovering the Essence of Commerce in a Digital World”
Redefining Success in Sales: Why Winning Isn’t What You Think
Imagine a world where the scoreboard in sales doesn’t just tally wins and losses. It’s easy to fixate on the rush of closing a deal, but what if I told you that’s a narrow view of success? In the high-stakes world of sales, the thrill of closing a deal can often overshadow the true essenceContinue reading “Redefining Success in Sales: Why Winning Isn’t What You Think”
Reimagining Sales: How AI Brings Modern Sales Professionals Back to Their Roots
In the aftermath of the Industrial Revolution, sales became a specialized profession. Unlike the multifaceted tradesmen of ancient Mediterranean civilizations, modern sales professionals often focus exclusively on selling, leaving other aspects of commerce—like sourcing, production, and logistics—to separate departments. However, the advent of Artificial Intelligence (AI) presents an opportunity to reintegrate these functions, enabling salesContinue reading “Reimagining Sales: How AI Brings Modern Sales Professionals Back to Their Roots”
Modern Salespeople Seeking the Virtues of Ancient Tradesmen
Contrary to popular belief, the concept of sales didn’t emerge as a distinct profession until relatively recently. In ancient times, instead of dedicated salespeople, there were tradesmen who handled both the financing, purchasing, marketing, distribution and sales of goods. These tradesmen, predominantly men due to societal norms of the time, played a crucial role inContinue reading “Modern Salespeople Seeking the Virtues of Ancient Tradesmen”
Going Beyond Competition
In a world fueled by comparison and competition, it’s not uncommon to find individuals fixated on outdoing their peers, surpassing benchmarks set by others, and constantly striving to be at the top of their game. Recently, during a conversation with a salesperson, I was confronted with the stark reality of this mentality. This salesperson, visiblyContinue reading “Going Beyond Competition”
Navigating the Unpredictable Waters of Probability and Authenticity
In the world of sales, there exists a curious paradox: a seller can meticulously follow every rule, employ every technique, and still find themselves unable to close the deal. Conversely, a seller could seemingly fumble at every turn and yet emerge victorious, clinching the deal against all odds. How can this be? The answer liesContinue reading “Navigating the Unpredictable Waters of Probability and Authenticity”
Learning for Performance 