Zach Strauss

Nearly every sales organization says it wants managers who coach. Far fewer can tell the difference between a manager who coaches and one who simply manages, because the two can…

AI can draft a prospecting email in seconds, summarize a call, and personalize an opening line using a prospect's LinkedIn activity. What it cannot do on its own is pass…

A buyer who goes quiet has not necessarily said no. In most cases, they have simply stopped believing the conversation is worth their time and attention right now, which is…

Most sales advice on closing focuses on technique: the right question, the right pause, the right piece of paper to slide across the table. But technique only works when the…

A sales objection is not a rejection. It is the moment a buyer's brain runs its most important safety check of the entire conversation, and how a seller responds in…

The fastest way to choose a sales kickoff theme is to stop choosing a theme. Name the one buyer-facing behavior that has to change this year, then write the plainest…

If you have ever said you are not a storyteller, the problem is almost never the telling. It is the finding. You find stories to tell in a business presentation…

Trust in a sales conversation rarely breaks in one dramatic moment. It breaks in small, unremarkable moves that the seller does not notice and the buyer never mentions.

A great sales discovery question makes the buyer think something they have not thought before, in the presence of someone they feel safe thinking it with. That is the standard.

You cannot create urgency in a buyer. You can only make visible the urgency already there. That distinction separates sellers who move deals from those who get ghosted. Pushing substitutes…