Future of Selling

Since publishing 'Sales Ex Machina: How AI is Changing the World of Selling (2018), I've been getting this question:

"Victor, will AI replace salespeople?"  

It's the WRONG question!

Sales is n...

4 High-Leverage Moves to Build Real Product Mastery

Most salespeople are trapped inside their own presentations.

• They’re busy retrieving features, benefits, and rehearsed lines while the real conv
...

It usually starts small. 

A buyer hesitates. 

Silence fills the moment. 

You feel the deal slipping, so you offer a little flexibility “just this once” to keep things moving. 

That single concessi...

I used to treat every discount as a one-deal decision. 

I’d look at the opportunity in front of me, feel the pressure, and every so often, I'd concede. I didn't want to lose the deal; until I underst...

"That's more than I want to pay."

"I don't know if it's worth it."

"I don't know if I want to spend that much."

We've all heard these objections. And many salespeople still try to justify the price...

How many times have you walked out of a presentation feeling like King Kong?

• You prepped. 
• Research done. 
• Demo tight. 
• Decision-makers in the room. 
• You hit every point, 
• answered the questio
...

In Future of Selling: The Rise of AI Agents, I laid out how Artificial Intelligence (AI) is rewriting the rules of commercial engagement. One of the clearest consequences is what happens to negotiatio...

Here's a question that's been nagging at me: "What happens when the buyer no longer needs you to figure out what they need?" That question sits at the center of the shift that we are experiencing. 

F...

What happens to selling the moment the buyer knows as much as you do or more?

That is the only question that matters now. Everything else is secondary. For more than 100 years, selling has rested on ...

Has this ever happened with a deal?

• You’ve done the work. 
• The discovery was solid. 
• The proposal landed. 
• Your champion is grinning.
• The buyer is interested. 

Then, almost on cue, the reque...

Discounting feels small. Harmless even. Five percent here. A little flexibility there. No alarms go off. The deal moves forward, and everyone exhales. Deal closed!

That’s exactly why it’s dangerous. ...

One afternoon, I was working in my home office when I heard a faint, irregular drip.

I followed the sound into the bathroom, opened the doors under the sink, and found a small leak. My first move was...