In the fast-paced world of B2B sales, knowing the theory behind sales methodologies like SPIN Selling or MEDDPIC is important, but true success comes from the ability to execute those concepts in the real world. This is where many of us encounter what I call the Practical Divide—the gap between the structured training we receive and the dynamic, unpredictable challenges we face in the field. This blog is dedicated to closing that gap.

Welcome to the journey.

Guiding customer discovery during qualified meetings is an art that blends preparation, active listening, and strategic questioning. This post explores how a visually aided approach improves the ability to tailor questions to the customer's context and uncover impactful insights that can reveal deeper needs without overwhelming the conversation.

In this post, I'll dive into a real-world example of an account on the brink of disaster. I'll explore the factors that converge to make turnaround situations very difficult as well as strategies, tactics, and mindset shifts that are necessary to turn struggling relationships into thriving partnerships.