Thirty years in enterprise sales. One lesson at a time.
You're Not Selling a Product. You're Helping So...
Most sellers think customers buy products. They don't. They buy confidence in a future outcome. In this essay, JV explores why enterprise sales is really about helping customers make difficult...
You're Not Selling a Product. You're Helping So...
Most sellers think customers buy products. They don't. They buy confidence in a future outcome. In this essay, JV explores why enterprise sales is really about helping customers make difficult...
Your Experience Can Become Your Biggest Blind Spot
Experience is one of the greatest advantages you'll develop in your sales career—but it can also become one of your biggest blind spots. This week, I reflect on two enterprise...
Your Experience Can Become Your Biggest Blind Spot
Experience is one of the greatest advantages you'll develop in your sales career—but it can also become one of your biggest blind spots. This week, I reflect on two enterprise...
Why the Forge Exists
As a new year approaches, most sellers focus on hitting a bigger number. But the more important question is quieter—and more enduring: what kind of seller are you becoming? This...
Why the Forge Exists
As a new year approaches, most sellers focus on hitting a bigger number. But the more important question is quieter—and more enduring: what kind of seller are you becoming? This...
Customers Don’t Buy From Great Salespeople. The...
Customers rarely choose a company because of one great salesperson. They choose the organization that gives them confidence it can solve problems long after the contract is signed. Discover why...
Customers Don’t Buy From Great Salespeople. The...
Customers rarely choose a company because of one great salesperson. They choose the organization that gives them confidence it can solve problems long after the contract is signed. Discover why...
Are You a Due Diligence Vendor?
Most sellers assume activity means progress. This lesson explores how to recognize when you're being used as a due diligence vendor, identify false momentum, and influence the decision before someone...
Are You a Due Diligence Vendor?
Most sellers assume activity means progress. This lesson explores how to recognize when you're being used as a due diligence vendor, identify false momentum, and influence the decision before someone...
Stop Treating Every Customer Request Like An Em...
Most sellers believe responding faster helps deals move faster. This lesson explores why experienced sellers focus less on speed and more on understanding the purpose behind customer requests—using them to...
Stop Treating Every Customer Request Like An Em...
Most sellers believe responding faster helps deals move faster. This lesson explores why experienced sellers focus less on speed and more on understanding the purpose behind customer requests—using them to...