EXPERIENTIAL SELLING · SERIES
SERIES · EXPLORE NEW PERSPECTIVES
Selling technology is a conversation
about consequences.
Notes from three decades of selling complex ICT to railways, telecom operators and public administration: what decision-makers actually listen to, and why being technically right rarely closes on its own.
Experiential Selling is not a new sales technique. It is a way of reading technology sales from what really happens on the other side of the table.
2 min read · estimated
4 articles · suggested reading order
Read them in this order.
From the gap between credibility and influence, to the work nobody sees, to the newsletter where the series began.
01 · THE GAP
Technical Credibility Isn’t Business Influence: How to Make Decision-Makers Listen
You can be the most technically right person in the room and still lose the decision. Why it happens, and what changes it.
2 min read · estimated
02 · THE SHIFT
Turn Technical Credibility Into Business Influence
Turning technical expertise into influence with the people who set budgets and priorities.
2 min read · estimated
03 · THE WORK NOBODY SEES
People Who Watch You Work Don’t Understand What You Do
Farmers, hunters and a five-year-old’s verdict: why the value of sales work is invisible to the people watching it.
2 min read · estimated
04 · WHERE IT BEGAN
Experiential Selling
Experiential Selling, the weekly newsletter on tech sales skills where this series started.
1 min read · estimated
Get the next field note on complex sales. Get the next selection in HTS Signal →