Insights
Blog
Sales insights and notes from Bill, newest first.
July 15, 2026
Beyond Features and Benefits: The Power of Understanding Buyer Motivation
Features and benefits matter, but deals stall when sellers skip motivation. Learn the questions that uncover why a buyer wants change, and how to attach value to it.
Read moreJuly 8, 2026
The Power of Product Differentiation
Differentiation answers the buyer’s core question: why should I choose you? Learn how standing out builds loyalty, supports premium pricing, and reduces price wars.
Read moreJuly 1, 2026
Should You Respond to an RFP? A Strategic Guide for Salespeople
RFPs can win new business, but only if they’re the right opportunity. Learn how to qualify each request so you invest time where you can actually win.
Read moreJune 24, 2026
The Psychology of Selling: What Buyers Really Want
Great salespeople don’t just know what to say. They understand why people buy. Align your process with what buyers truly want: understanding, safety, clarity, and control.
Read moreJune 17, 2026
Handling Rejection Like a Pro: Mental Toughness in Sales
Top salespeople aren’t immune to rejection. They’re just better at handling it. Here is how to reframe the “no,” build daily resilience, and stay in the game.
Read moreJune 10, 2026
Selling to a Group
Group decisions involve champions, influencers, blockers, and decision-makers. Here is how to map stakeholders, tailor your message, and keep the room aligned.
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