What matters to your clients today.
Research-backed thinking on B2B sales, AI, and modern sales technology.
The Last Moat Standing: Why Relationship Capital Is the SME's Only Defensible Position
For decades, small and mid-sized businesses defended their turf with three weapons: proprietary processes, deep customer knowledge, and sheer execution speed. You knew something your competitors didn't, you knew your customers better than anyone, or you simply moved faster than the big, slow incumbents.
The False Choice: Why "AI vs. Human Selling" Is the Wrong Debate
Open any feed right now and you'll find the same argument playing out. On one side, the people who say AI is about to replace salespeople entirely — that automation will handle outreach, qualification, follow-up, and eventually the whole funnel.
The AI Train Is Leaving - But You Don't Need to Run After It
First it was "AI." Then "Generative AI." Now "Agentic AI." Every few months a new label arrives, a new wave of conference talks, a new flood of LinkedIn posts insisting that if you're not on board
Strategic Thinking Isn’t Just for Companies—It’s Key to Career Success Too
In 2013, I was stuck in a sales job that felt like a dead end. Good at hitting targets, but I could see exactly how far that would take me—and it wasn’t far enough.
The Hidden Fears Every Salesperson Faces
Sales is often portrayed as a career for the fearless—confident go-getters who thrive on competition and never take “no” for an answer. But…
AI in Sales: Beyond the Hype – My Perspective
As someone who has been deeply immersed in AI research and implementation for years, both as a practitioner and as a doctoral student, I’ve witnessed firsthand the dramatic shift in how artificial intelligence is perceived in the business world.