You’re 35,000 feet up. The plane is flying. The passengers are sipping ginger ale. And now?You’re pitching a new engine. Not on the ground.Not in a hangar.In the air. Right now. This is what it feels like to sell to a Chief Operating Officer. What Most Reps Miss Most sellers think the COO wants to hear about future possibilities. But the COO’s world is rooted in current obligations. They are not just managing KPIs. They are managing bandwidth, interdependencies, and the invisible glue that...

Plato once described the soul as a charioteer being pulled by two horses. One driven by logic and reason. The other by emotion, ambition, and fear. If the charioteer only listens to one, the chariot veers off course. If they can harness both, they move forward with power and direction. Buying decisions work the same way. Sellers obsess over the first and ignore the second. That’s why so many deals die or stall, even when the math looks perfect. The buyer isn’t just asking, Does this make...

Selling to a CRO is like handing a Formula 1 driver a new steering wheel, mid-turn. If it doesn’t fit instantly, you’re not helping.You’re a liability at 200mph. CROs don’t have time for feature tours or philosophical value statements. They’re racing against the forecast and the board. If your pitch doesn’t reduce friction or increase momentum, it won’t even make it to lap one. This is where RAISE™ comes in. What Is RAISE™? RAISE™ is a human-centered sales framework that helps you decode the...

The CFO isn’t saying no. They’re saying: prove it. Why Selling to a CFO Feels Different (Because It Is) CFOs don’t kill deals. They protect the business. When your proposal lands on their desk, it’s no longer about features or vision. It’s about risk. It’s about timing. It’s about whether this solution makes them look smart or exposed. Here’s the mistake most reps make: they double down on ROI. They throw spreadsheets at the problem. But the CFO isn’t just looking for upside. They’re looking...

How to Spot When Experience Is the Real Driver Behind a Buying Decision In a crowded market, features start to blur. I know the CMO and CRO pound on how you're so distinct in the marketplace but every vendor claims to be “easiest to use”, “most innovative”, “best value”, "the leader" in their space. So why do some win even when the pricing, specs, or timeline are nearly identical? It’s not about the flashiest demo or most polished pitch. It’s about clarity, confidence, trust, and sometimes,...

When most sales teams think about customer support, they picture help desks, live chats, or a “let us know if you have any questions” tagline at the end of an email. But in the modern buying journey, support isn’t just a department. It’s a differentiator. And when done right, it’s the reason your buyer says yes. In the RAISE framework (Recognition, Attention, Incentives, Support, and Experiences), Support is the quiet force that builds trust, reduces friction, and moves deals from maybe to...

What Most Incentives Miss and What Actually Moves Buyers “This deal expires in 48 hours.”“Biggest discount of the year.”“Only three seats left.”“Free onboarding if you sign before Friday.”“Early bird pricing ends tonight.” We’ve all seen them. Some of us have used them. And yet… most fall flat. Because urgency without alignment just sounds like noise.And buyers are tired of noise. They’re not moved by pressure.They’re moved by precision. They want to believe.They want to feel smart, safe, and...

Attention Is the New Differentiator: Why Human-Centered Sales Still Win In a world flooded with pings, push notifications, and polished-but-empty pitches, your full attention is no longer just polite. It’s rare. And in sales, rare is powerful. When you truly listen to a buyer, not just to reply but to understand, you create a ripple effect that scripts and sequences simply can’t. This is the heart of a human-centered sales technique; showing up with presence, not just polish. Empathetic Sales...

TLDR: Not all stalls are due to product or price. Deals often stall because buyers feel unseen. Recognition is about tuning into emotional cues and affirming the buyer’s role, risks, and wins. Why Do B2B Deals Go Silent After a Great Demo? What really causes deals to stall late-stage?How do you know if a buyer feels overlooked or uncertain?What creates trust beyond product fit? These are the questions modern sellers are asking. And there’s a consistent, often-overlooked answer: Recognition....

They said they’d loop in finance. Then silence. You followed up. Twice. Was it budget? Was it timing? Or did you miss something more human? Most sellers know that silence isn’t just a delay. It’s often a signal. But too often, we interpret it the wrong way. We jump to price. We assume we need another feature, a new angle, a better “value prop.” But here’s the truth: most deals don’t fall apart because of cost. They stall because we weren’t really there. Not emotionally. Not strategically. Not...