Future of Selling

Ever notice that Nintendo games rarely go on sale?

You can pick up a five-year-old Zelda game and still pay close to what people paid on launch day. Meanwhile, every other publisher seems to drop pri...

I'm sure you've heard the old story that hunters tell about catching monkeys.

They start by taking a jar with a narrow neck and tie it down. Then they drop something sweet inside. A banana. A handful...

Most brands still talk about “loyal customers” like it's a personality trait. We talk about how they identify with the brand, how they love and trust the brand and the people behind it. 

"That's why ...

In doing research for an upcoming speaking and training event for a Dental organization, I came across another fascinating AI use case study on increasing close (acceptance) rates using visual proof a...

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...