Why Change Selling Blog



4 min read

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

By Mark Gibson on Oct 26, 2022 3:23:06 PM

Selling in the post COVID era

This article will be of interest to salespeople conducting remote calls, sales leaders, sales enablement leaders and leaders of technical pre-sales teams who want to improve outcomes from every remote selling meeting.

Topics: qualification visual communication qualification confirmation rapport remote selling truscribe
2 min read

The Bonfire of the Challenger Salesman - my worst sales call

By Mark Gibson on Oct 12, 2022 12:00:00 AM

I still cringe when I think about it. One of the worst experiences in a 30-year career and it was entirely my fault. Only in sales are you able to make a bad call and move on to the next one, with almost no repercussion – hopefully having learned a lesson.

Topics: challenger sale sales soft skills rapport empathy
3 min read

The Newton Klotz Story (An amazing sales story & what you can learn)

By Mark Gibson on May 11, 2012 12:00:00 AM

I'm delighted to introduce you to business partner Adam Zais, VP Business Development at professional video hosting and analytics company Wistia, who related this story in a recent conversation and I asked him to write it down.

Actually Adam wrote this one down and quite a few more in a collection of sales stories and what we can learn from them....and we plan to publish them in a book next year.

Topics: sales qualification discovery rapport