Why Change Selling Blog



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...

2 min read

2022 Reading List for Salespeople

6 min read

Planning a 2023 Sales Kickoff  - add Visual Storytelling Training

Planning Kick-off Outcomes

Now that the worst of the pandemic is over, companies are again investing billions of...

21 min read

How to equip and fund salespeople for virtual selling success

This article will be of interest to sales leaders and salespeople interested in improving their virtual engagement...

4 min read

9- Best Practices for Selling in the Post-COVID era

Selling in the post COVID era

This article will be of interest to salespeople conducting remote calls, sales leaders,...

6 min read

How to Qualify Buyer Intent from Initial Conversations

B2B Selling process is the subject of countless books, yet basic qualification of opportunities is still problematic....

1 min read

Customer Storyboarding & Remote Meeting Mastery- video

This post is nearly 2 years old, from my time with Enableocity, but it is still 100% relevant. The embedded 2.5-minute...