15 Core Tasks of a Head of Sales
What a Head of Sales must do daily to lead, not just supervise. A survival manual for those who run the front lines.
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Product Thinking
Notes on strategy, systems, and perception.
Two Approaches to Decision-Making
‘Because’ vs ‘In order to’ — the difference between explaining the past and building the future.
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Optimizing Business Processes with the OODA Loop: Aviation Rules in Business Too
Turn chaos into a repeatable cycle: observe, orient, decide, act — then loop faster than your competitors.
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The Free Cheese Trap
‘Do it for free, and then we’ll sign’ — the classic trap of project-based sales, and how to turn it into a real commitment.
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Super Salesperson. The Search for a Myth
Why looking for a 'superstar seller' is a trap — and how a few smart questions reveal who’s really in front of you.
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Never Answer Before the Question Is Asked
Sometimes a deal dies not from a mistake, but from the seller’s need to sound smarter. The art of saying only what matters — and stopping on time.
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You Can’t Force Love
No one likes being told what to do — especially by a salesperson. Influence comes not from pressure, but from understanding motivation.
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Cold Calling Practice. What’s the Point?
Cold calling isn’t about pressure or scripts. It’s about finding the people who actually need you.
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No Decision Is Not a Decision
“I’ll think about it” is not a pause — it’s a polite no. Here’s how to stop waiting and start getting real answers.
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5 Ways for a Sales Team to Work Smarter, Not Harder
Forget motivation speeches. Sales growth starts with clarity, structure, and removing chaos — not more effort.
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Real Estate Sales Courses Are Empty
Most real estate sales courses are useless packaging. Here’s why they fail — and what actually works instead.
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Stability Is the Edge of Death
In sales, stability is an illusion. The moment you relax — you start to decay. Referrals and comfort kill growth.
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Stories... Stories... Stories...
Facts don’t persuade — stories do. A good story makes clients feel, and feelings drive decisions.
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Emotional Stages of the Buying Process
Every purchase is an emotional journey. Understanding these stages helps you guide the client and prevent losing them mid-process.
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Self-Presentation for Realtors: Why and How
Why clients should choose you — not your agency or competitor. How to build a short, emotional, and memorable personal pitch.
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Just Two Things
What truly drives success in sales — not leads, not prices, not the product. Just two things you can fully control.
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Why Real Estate Agents Often Fail as Salespeople
Independent agents rarely succeed in structured sales teams — their habits, mindset, and lack of delegation kill performance.
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Why Salespeople Leave
80% of newcomers quit sales in the first year. Not because of the market — but because their expectations collapse against reality.
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Three Stages of a Salesperson’s Growth
From rookie to veteran — how to adapt leadership to each stage of a salesperson’s development.
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Deal or Not a Deal?
A signed contract isn’t a deal. A payment received — that’s when it starts.
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The Stated Need Isn’t the Truth (especially at the start)
The initial request is a hypothesis, not a diagnosis. Doubt it, clarify it, and sell the solution—not the words.
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Friends With Clients
Friendship with clients isn’t a bonus — it’s a trap. Once the line blurs, professionalism fades.
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The Sales Cycle
The sales cycle is a map guiding the seller from the first contact to a long-term customer relationship.
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What Is Sales?
Sales isn’t persuasion — it’s structured human interaction where trust, clarity, and value meet money.
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Cold-Blooded Sales
A sale is a surgical operation. Without precision and cold focus, you’ll lose the client before the first incision.
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Lead ≠ Buyer
A lead is not a customer — it’s an opportunity. And what happens next depends on the salesperson.
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B2B vs B2C Sales — What’s the Real Difference?
The main difference isn’t the customer — it’s the structure. B2B is built on process and trust, B2C on emotion and speed.
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No Rush
A salesperson who rushes into the pitch loses the client’s attention. Every sale starts not with talking — but with listening.
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Cosmogony in Sales
The buyer lives in his own universe. The seller — in another. When they clash, both worlds collapse. Sales isn’t war; it’s co-creation of a shared reality.
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He’s Not a Buyer!
The most common mistake in sales is blaming the client for not buying. It’s the seller who decides whether someone becomes a buyer or not.
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How the Buyer’s Journey Has Changed
The internet, reviews, and social media gave power to the buyer. Today, the real product being sold is trust and perception.
salesmarketingbuyer psychologydigital transformation
Logic Doesn’t Sell
Logic is the enemy of decision. The moment clients start thinking — they stop buying.
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The Buyer’s Journey
A marketing classic every salesperson should master: awareness, consideration, decision — the three stages where trust and value are built.
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The Most Important Question in Sales: Why?
Ask “why?” not only after losses but also after wins — that’s how you turn results from luck into a system.
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No Assumptions
The biggest threat to sales isn’t objections — it’s assumptions. If the client didn’t say it, it doesn’t exist.
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Truth Kills
Why 'truth' in sales often destroys trust — and how to replace persuasion with guided discovery through questions.
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Budget — the Most Common Excuse for Rejection
Clients rarely reject because of price. They reject because they can’t see value that justifies it.
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There Comes a Time to Step Back
Sometimes the best way forward is to pause, step aside, and see what your focus has been hiding all along.
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Sales Are Everywhere
Sales isn’t a profession — it’s the foundation of how we interact with the world. Every day, we sell ourselves, our ideas, and our influence.
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Silence Creates Emotion
Why silence is more persuasive than words — and how a pause can become your strongest sales tool.
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Who Really Makes the Decision?
Most deals are lost not because of clients, but because salespeople make decisions on their behalf. Here’s how to stop doing that.
salesresponsibilitydecision makingleadership
A Sales Manager Is Not a Boss
Why a salesperson is not a subordinate executor, but the true driver of the sales process.
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The Lazy Cat
Why salespeople lose deals out of laziness — and how curiosity about the client becomes the best closing skill.
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Do It — or Don’t
Why 'I’ll try' is a pre-failure statement — and how to build binary thinking that drives results.
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And the Battle Begins: Why You Should Never Argue with a Client
How to turn confrontation into trust — and why 'you're wrong' is the worst phrase in sales.
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I Am Not Me When I’m Rejected
Stop taking rejection personally: separate your core self from the sales role and turn losses into a repeatable growth system.
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Snakes and Flutes for Managers
Stop playing the flute. Reverse the sound: listen hard, ask better questions, make the system think out loud.
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Trust is Architecture, Not Marketing
Why credibility signals matter more than conversion tricks in high-ticket sales.
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Systems Thinking for Product Strategy
How to think about products as interconnected systems rather than isolated features.
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