Insights

Field notes on selling in the AI era.

Short essays drawn from thirty years in the field and the pages of REAL Sells. Read one on a Sunday. Try it on Monday.

The Ick

Buyers detect performative selling in the first ten seconds. Here is what they are actually reacting to, and how to stop triggering it.

June 10, 2026Read essay →

Practice· 6 min read

The 3-Deep Connection

You can build a perfect case and still lose the deal, because human beings do not decide from one place. They decide from three.

June 24, 2026Read essay →

Philosophy· 4 min read

Know First, Like & Trust Later

The old formula was Know, Like, Trust. The profession spent decades on the last two words and treated the first like a formality. That is exactly backwards.

July 1, 2026Read essay →

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