Product Myopia: The Symptoms You’ve Been Misdiagnosing
July 20, 2026
Over the last two weeks I introduced Product Myopia, the belief that value lives in the product rather than the future it creates, and showed
Tag: sales
The Value Was Always There
June 29, 2026
Buyers don’t pay for the value you create. They pay for the value they can see. I’m writing a book called Buyer Disconnect, about the
Stop Measuring WTP. Start Shaping It.
June 8, 2026
Most pricing experts want to know what buyers are willing to pay. So they measure it. Van Westendorp asks buyers directly about price thresholds. Gabor-Granger
The Business Case Nobody Built
June 1, 2026
You beat out all the competitors. The buying committee agrees your solution is the best one. The deal feels done. Then the weeks start passing
You Didn’t Lose the Deal. You Lost the Commitment.
May 25, 2026
Last week I introduced the Notice, Decide, Commit framework. The gap between Decide and Commit is where deals die. This week I want to talk
How Buyers Actually Buy (And Why AIDA Isn’t The Answer)
May 18, 2026
For more than a century, marketers have lived by AIDA: Attention, Interest, Desire, Action. It’s a brilliant framework — for sellers. The whole thing is
Being Chosen Isn’t Winning
April 27, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Something strange happens in buying decisions that almost nobody talks
I Was Wrong About Will I
April 20, 2026
I’ve been teaching the Will I / Which One framework for over a decade. It shows up in my books, my podcast, my training. Thousands
Why More Features Make It Harder to Buy
March 30, 2026
You can listen to the full audio version of this blog we call — Buyer Insight. Most companies assume that adding more features makes their product
Will AI Shrink Our Teams or Expand Our Ambitions?
March 23, 2026
There’s a common argument floating around about AI agents: Agents will replace workers.Few workers mean fewer seats.Fewer seats breaks per-seat pricing. It sounds logical, and
