[ EDITIONS ]
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BANT is Dead: Why Your Qualification Framework is Costing You Deals
Budget, Authority, Need, Timeline. Sounds logical. Completely seller-centric. Actively harmful.
Article
Your Sales Framework Was Built for Buyers Who No Longer Exist
Your framework is killing your deals because it was built for buyers who no longer exist.
Article
Always Be Curious: The Only Sales Mindset That Works in 2026
Always be closing is dead. Always be curious is how elite sellers win today.
Article
Why Your Sales Framework is Killing Your Deals (And What Modern Buyers Actually Need)
My chat with Scott Leese at Midnight to Millions
Article
Watering What Matters: My Theme for 2026
I used to think life was about keeping buckets full.
Article
The Best New Year Prep Has Nothing to Do with Work
What Burning Out Taught Me About Slowing Down
Article
A Modern B2B Sales Methodology
PLAN Selling represents a fundamental shift in how sales professionals approach modern B2B selling.
Article
The 3 Revolutions That Killed Traditional B2B Sales
Linear sales process. Single-threaded relationships. Activity metrics. The same approach I'd learned when I started selling in 2006.