Thoughts on Selling Resources

THE CONVERSATION

Selling is changing. Buyers are more informed, more cautious, and more afraid of making the wrong decision than ever before. The old playbook — product pitches, feature comparisons, demo-driven sales cycles — doesn't work anymore. And most of the industry hasn't caught up.

Thoughts on Selling™ is where we explore what does work — through the blog, the podcast, and a growing library of frameworks and position papers. The focus is always the same: how do we help sellers have better conversations with buyers, so that buyers get the help they actually need?

THE PODCAST

Thoughts on Selling™ Podcast →

Conversations with practitioners, consultants, and leaders who are doing the work — not just talking about it. Guests have included sales methodology creators, enablement leaders, account planning experts, and founders building go-to-market from scratch.

Episodes range from deep dives on specific frameworks (the Business Value Hypothesis, the Relationship Bank Account, Influence Mapping) to broader conversations about what's broken in enterprise sales and what it takes to fix it. Short Bytes episodes offer focused best practices in under 15 minutes.

Available on Spotify, Apple Podcasts, and YouTube.

THE BLOG

Thoughts on Selling™ Blog →

Published since 2009, the blog covers sales productivity, value selling, sales enablement, account planning, coaching, and the organizational dynamics that make or break sales performance. It's where new thinking gets tested and refined — from the Sales Enablement Charter to the STUCK™ framework to the Together We Win™ methodology.

Recent topics include rechartering your enablement function, why account planning is different from an account plan, the cost of no-decision in your pipeline, and what sales leaders should actually be inspecting.

THE BOOK

Together We Win™ — a book for sales leaders and enablement professionals that lays out the complete sales operating system built on a value selling foundation. Covering the mindset, the methodology, and the leadership practices that close the gap between what teams know and what they do.

Publication expected mid-2026. Follow the progress →

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FRAMEWORKS & POSITION PAPERS

The thinking behind the Together We Win™ Sales Operating System, available for download:

• What Is Sales Enablement? Not What You Think. — the full case for rechartering your enablement function
• Value Selling Framework — the methodology behind buyer-centric selling
• Value Selling Playbook — tactical application guide
• The Business Value Hypothesis — how to show up with a point of view
• The Influence Map — mapping the buying committee and power dynamics
• The Relationship Bank Account — assessing and building relationship capital
• Sales Enablement Charter — redefining what enablement exists to do