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In our exploration of sales as an art form, we’ve covered the limitations of pure process and the challenging complexity of enterprise sales. Now, let’s tackle the crucial question: How do we bridge the gap between necessary structure and sales artistry? The Power of Heuristics Let’s start with the simple definition of Heuristics shared in […]

November 13, 2024 I keep a 3×3 Rubik’s Cube on my desk. My team finds it amusing, but there’s a reason why I placed it there. The cube serves as a constant reminder of the mind-bending complexity everyone in the enterprise tech sales industry must navigate daily. Here’s why: The Mathematics of Human Complexity Consider […]

November 5, 2024 “Those who never change their minds never change anything.” – Winston Churchill Churchill’s words resonate deeply when I consider how often enterprise technology sales is mischaracterized. If you believe process is the key driver to overachieving in technology sales, please have an open mind as you read and consider the following. Here’s […]