For Sellers
A buyer can need what you’re selling and still hesitate when the decision is hard to defend internally.
Most sales advice starts with the seller’s process. I spend more time on what the buyer is risking, what evidence they need, and why deals stall between interest and confidence.
The point of view
Evidence-first discovery.
Discovery is decision support
A good discovery call leaves the buyer better able to decide, including the ability to decide against you. The job is to help them examine the decision, not simply move them toward your preferred answer.
Pipeline hides assumption
Stalled deals often rest on things that were never fully verified: the real problem, the timeline, who needs to approve the decision, and what happens if they do nothing.
Protection, not persuasion
Someone on the buying side may be putting budget, implementation success, or professional credibility behind the recommendation. Good discovery helps surface and address that risk before asking them to move forward.
Work With Me
Have a sales topic you want to work through?
Ask Sammie
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Looking for this work for a revenue team?
I work with revenue teams on LinkedIn Social Selling, professional authority, evidence-first discovery, and how buyers make decisions.
I also write publicly on LinkedIn about selling, career decisions, leadership, work, and the evidence behind professional decisions. Follow on LinkedIn