Why Change Selling Blog



2 min read

Woe to B2B salespeople not invested in their own development

The prognosis for B2B salespeople not invested in their own personal and professional development is not good.  The era...

3 min read

How to fly a horse by Kevin Ashton - book review

How to Fly a Horse, The Secret History of Creation, Invention and Discovery by Kevin Ashton, was published in 2016 and...

2 min read

The end of average - book review

I just finished reading #theendofaverage by Todd Rose and recommend it highly to parents with children in high school...

5 min read

Using a Meeting summary to improve win rate

This week I managed to get through to a buyer who had been ghosting me for a month.  Even though we had a great first...

4 min read

Demand Side Sales 101 by Bob Moesta - Book Review

I hadn’t heard of Bob Moesta’s work until Mark Littlewood, CEO of The Business of Software recommended I watch a couple...

2 min read

The End of the Beginning of SAAS Sales

David Brock is a senior sales and marketing performance consultant whom I know and trust and whose blog I read.  David...

5 min read

The JOLT Effect and the high cost of buyer indecision

This post will be of interest to CXO’s and revenue leaders in B2B SaaS companies because 25% of revenue is leaking from

1 min read

Getting Channel Sell Through - Video Case Study

Storytelling, Visual Storytelling, and asking insightful questions are three of the most important skills for all...

3 min read

Features and Benefits are Dead - How do you create value?

It's late 2022 and still, we are presented with B2B Websites, promotional materials, brochures and advertising copy...
2 min read

How to differentiate sales conversations in a sea of sameness

A Messaging Architecture helps amplify your Value

Clarity in communicating how you create value for your ideal...