All Posts

Value selling has never struggled for attention. For years it has shaped articles, training programs, sales models, research reports and — yes — LinkedIn posts, and I include myself in that last one. Well established as a concept, accepted as good practice, and yet the gap between what value selling promises and what actually happens in client conversations remains stubbornly wide. The reasons for that are probably many. From our experience, two stand out. The first is that t

Those who work in B2B sales know the feeling: personal encounters have become less frequent and at the same time more important. Where several meetings were once a natural part of the sales process, today there are sometimes only one or two real opportunities for a face-to-face conversation. This is not a coincidence or an isolated observation, it reflects a structural shift in how B2B buying decisions are made today. Buyers research more thoroughly and independently than eve

We have more ways to connect and communicate today than ever before. But does that actually make us better at it? The changes speak for themselves. Emails and collaboration tools like Slack or Teams have taken over from personal conversations, chat messages replaced phone calls, decisions happen in virtual meetings and AI tools produce in seconds what used to take considerably longer. The upside: more flexibility, fresh approaches, greater efficiency. And the tools keep getti