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RECENT ISSUES

8 MIN READ

sales next steps: the small discipline that separates a pipeline from a wish list

The BMW story, why chasing kills deals, and NASA: the Next Agreed Sales Action.

24 August 2026

9 MIN READ

sales qualification framework: real deals versus polite ones

Have To, Need To, Want To. Ranked vendor criteria, the economic buyer one rung up, and how to walk away well.

17 August 2026

9 MIN READ

sales discovery questions: the doctor's method

What to ask, in what order, and the moves that separate discovery that wins deals from discovery that feels like a job interview.

10 August 2026

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