In this blog post, part of the Personalization in Practice series, we explore how the principles of hierarchy, reductionism, and sequentialism can help you structure impactful slide sequences. Learn how to align your technology’s features with organizational processes in a way that resonates with decision-makers, builds confidence, and accelerates deals.

This blog post explores a dynamic approach to structuring presentations using the "Choose Your Own Adventure" model, a method designed to offer flexibility and interactivity tailored to audience priorities. The post breaks down how this model empowers presenters to guide conversations while allowing the audience to dictate the focus areas, fostering engagement and relevance.

Additionally, the post underscores the critical role of concept prototyping in thought leadership-driven sales. By presenting early, tangible prototypes, leaders can translate abstract ideas into relatable, actionable concepts that resonate with decision-makers. The blog highlights how this iterative approach builds trust, showcases expertise, and aligns innovative solutions with client needs.

In the fast-paced world of B2B sales, knowing the theory behind sales methodologies like SPIN Selling or MEDDPIC is important, but true success comes from the ability to execute those concepts in the real world. This is where many of us encounter what I call the Experiential Divide—the gap between the structured training we receive and the dynamic, unpredictable challenges we face in the field.

This blog is dedicated to closing that gap. Here, we’ll focus on practical, actionable skills that help you navigate complex sales situations, connect meaningfully with customers, and deliver results that go beyond the numbers. Each post will blend real-world experience with clear, tangible strategies, giving you tools to turn training into measurable success.

Welcome to the journey.

Guiding customer discovery during qualified meetings is an art that blends preparation, active listening, and strategic questioning. This post explores how a visually aided approach improves the ability to tailor questions to the customer's context and uncover impactful insights that can reveal deeper needs without overwhelming the conversation.