-Jun 23, 20233 min readNarrativeFormal Approvers of Buying Decisions: Why Ignoring Them Will Make You Lose.
-Jun 2, 20232 min readAnecdotal EvidenceHow Saying No to the Customer Resulted in a Strategic Alliance With Them Just Six Months Later
-May 24, 20233 min readNarrativeThe Formal Buying Process: If the Rules are Made Against You, Break them - or Leave
-Apr 12, 20232 min readOpinionCommon Mistakes in Sales Management (Part 6): Confusing Communication Quantity with Quality
-Apr 10, 20232 min readExecutive SummaryDisruption Selling: The Nine Influences of B2B Buying Decisions
