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B2B Customer Experience: From Transactional to Transformational
I spend a lot of time in rooms with senior sales leaders and revenue executives. And over the past several years, I've watched the conversation...
From Volume to Value: The Case for Authentic Intelligence
One topic has dominated the agenda of every SKO I have participated in so far in 2026: The adoption of artificial intelligence and more precisely,...
The Problem Is the Opportunity
I've been going to the same dry cleaner for over a decade. Loyal customer. Never had an issue. Last month, I picked up my clothes,...
Customer Experience Digital Transformation: A Human-Centered Approach
Walk into most boardrooms and ask about customer experience digital transformation, and you’ll hear about platforms, integrations, and roadmaps. Ask an actual customer and you’ll...
Customer Centric Selling: A Human-Centered Path to Performance
Customer centric selling has become a strategic priority for many executive teams, taking center stage in annual plans and sales kickoffs. Yet in practice, too...
Sales Growth Strategies for the Human-Centered Enterprise
The old playbook of sales growth strategies was built on volume and pressure. Ramp up the activity, turn up the urgency, and people will move...
Essential Change Management Skills for Every Sales Leader
You’ve launched a new go-to-market motion, rewritten the sales comp plan, and layered in cutting-edge tech to accelerate it — yet 6 months later, reps...
Sales Manager Skills for Human-Centered Growth
All too often, we promote our best sellers into management and hope the rest works itself out. We assume sales manager skills will simply develop...
![[RYAN] Featured Image - Consultative Sales Approach](https://ryanestis.com/wp-content/uploads/bb-plugin/cache/RYAN-Featured-Image-Consultative-Sales-Approach-1024x538-panorama-42c09bf12887088a921116094d899f06-.png "[RYAN] Featured Image - Consultative Sales Approach")
Sell for Impact With a Consultative Sales Approach
A consultative sales approach is how great sellers turn conversations into collaboration. The challenge? A lot of “sales conversations” aren’t conversations at all. In the...
![[RYAN] Featured Image - Sales Tactics](https://ryanestis.com/wp-content/uploads/bb-plugin/cache/RYAN-Featured-Image-Sales-Tactics-1024x538-panorama-81064ac25e005c4d692a589e275c338f-.png "[RYAN] Featured Image - Sales Tactics")
11 Best Sales Tactics That Win With Modern Buyers
Today’s sales landscape has changed. Buyers are more informed. More skeptical. And more allergic than ever to the tired sales tactics that have become a...
The Biggest Blind Spot in B2B Sales: The Customer Decision Making Process
Too often, we try to move buyers through our pipeline — on our timeline, with our messaging — without considering where they are in their...
Sales Skills That Set Top Performers Apart
Sales skills have changed, and the best reps aren’t the loudest in the room. They're listening more than they're talking. They're preparing more time than...