Why the Best Technical Solution Does Not Always Win
B2B buying decisions are rarely made on technical merit alone. Understanding what actually drives them, risk, trust, pol…
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Practical thinking on technical sales
Practical thinking on technical sales, business conversations, and commercial communication from Shift the Needle.
When Your Product Knowledge Becomes a Communication Problem
Salespeople selling complex or specialist products often know more than anyone in the room. The challenge is communicati…
Read →Account Management Is Not Customer Service With a Sales Target
Most account managers are excellent at maintaining relationships. Far fewer are good at growing them. The difference com…
Read →Stop Presenting Information. Start Helping Customers Decide.
Technical presentations are often accurate, comprehensive, and completely ineffective. The problem isn't the content. It…
Read →Discovery Should Feel Like a Useful Conversation, Not an Interrogation
Good discovery isn't about finding out whether the customer has a need. It's about understanding their world well enough…
Read →Why Customers Stop Returning Your Calls
Customers disengage not because your product is wrong, but because the conversation stopped being about them. Here is wh…
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