May 2026

I think there’s a very real shift happening and a lot of business owners, marketers and salespeople are still trying to force 2018 behaviour onto 2026 buyers. The old model was:Attention → Lead magnet → Email nurture → Call → Sale. But people are increasingly buying sideways now, not linearly. They’re lurking.Watching.Listening.Checking.Comparing.Silently validating. And often […]

Consultative Selling isn’t a technique…It’s a Response to a Changed Buyer There was a time when selling could be reduced to a formula. FAB. Features.Advantages.Benefits. Understand the product, Communicate the value, Handle the objection, Close the deal. For a long time, that worked. But the market changed…some time ago. And do you know what? Most