Insights
Sharp analyses of B2B sales and Diagnostic Selling.
On how commercial decisions come about, how you shape a sales organisation accordingly, and what AI changes in that.
Diagnostic Selling: establish first, then sell
Why deals stall on Stake, Trust or Urgency, and why the smallest justified step sells better than a pitch.
What is a Digital Sales Consultant?
The definition according to Greg Trinidad: not a salesperson with digital tools, but a professional who investigates how commercial decisions come about.
Diagnostic Selling is not consultative selling
Consultative selling asks what the customer needs. Diagnostic Selling establishes why they are not yet deciding. Plus how it differs from SPIN, Challenger and solution selling.
Why B2B leads never close
The three causes that are almost always ignored, and how you diagnose them.
The beautiful lie of marketing agencies
Why agencies sell you lead generation when what you need is conversions.
Build a demand generation system
Not one-off campaigns. A system that continuously attracts and qualifies buyers before they call you.
From cold calling to agentic sales
How AI is taking over the prospecting phase, and what that means for the human salesperson.
Ask Henk
A question about your sales organisation?
Henk is our AI adviser for sales. Ask your question and get an answer straight away.
Ask Henk your question →The quick scan
How diagnostic is your sales organisation?
Seven questions, an instant score and advice on your next step.
Take the diagnosis →