Act Like You Can Sell
Sales insights from the field
A LinkedIn series on the craft of selling — the distinctions most training skips, the mistakes that look like thoroughness, and the dynamics that decide enterprise deals.
- 01
Hearing vs. Listening
Hearing is physiological. Listening is the active construction of meaning. Once you see the difference, you can't stop noticing it in every sales call you're part of.
3 min read
- 02
Premature Elaboration
Presenting the complete, fully realized version of your product before the buyer has developed enough of a stake in the story to want it. It looks like thoroughness. It isn't.
3 min read
- 03
Five Roles in a Committee Sale
Almost no enterprise sale is a simple back-and-forth. It's an ensemble piece. Treating it like one long conversation — repeated in more rooms — is one of the costliest mistakes a seller can make.
4 min read