Internal knowledge base: What it is and how to implement it
This might be a strange personality quirk, but I love systems and processes — especially when they’re stored in a well-organized internal knowledge base. I’ve created training documents, where there were previously none, for my replacement when I was leaving several jobs. You can imagine how excited I was to join a company like HubSpot,…
The 15 best demographic examples & questions to use in your next survey
Demographic questions might seem personal, but they’re essential if you want to truly understand your customers. Asking about things like age, location, gender, ethnicity, or job status helps you segment your audience and tailor your message to what matters most. Gathering this information is a little tricky. I’m not lining up to tell brands my…
Why Most Sales Strategies Fail Without Tactical Execution
Strategy without tactics is like a blueprint with no builders—useless, no matter how brilliant it looks on paper.
Why High-Pressure Sales Tactics Are Killing B2B Deals (And What to Do Instead)
If your sales strategy still relies on pressure and pitches, you’re losing clients before the real conversation begins.
Why Pitches Fail: How Strategic Sales Conversations Win Clients
If you want more clients, stop pitching and start having strategic sales conversations—they’re the key to lasting business relationships.
How to Handle Sales Concerns Without Damaging Trust or Losing Deals
If you treat your prospect’s concern like an objection, you may lose the deal before you’ve earned the right to win it.
Why Replacing Human Salespeople with AI Is a Mistake for B2B Companies
AI can mimic voices, take orders, and even argue it’s human—but it still can’t build trust the way a real person can.
Why Salespeople Must Avoid Becoming a Commodity in the Age of AI, Automation, and Blue Ocean Disruption
Even the most innovative product or service will one day become a commodity—but the salesperson doesn’t have to.
Why Salespeople Fail to Win Deals in the Era of the Trusted Authority
If you’re still selling like it’s 2010, you’re already losing clients. Here’s what the winners are doing instead.
Why Strategic Outcomes Matter More Than Features in B2B Sales
Buyers no longer care about your features—they care about the future outcomes you can help them create.
