Thinking that
challenges the way you sell.
Practical insights on value selling, pricing strategy, and commercial thinking — written by Mike Wilkinson.
Thinking that challenges
the way you sell.
Practical insights on value selling, pricing strategy, and commercial thinking — written by Mike Wilkinson.
Dolphin Training and Discounting: A Lesson in Buyer Behaviour
Years ago, I came across a story about how dolphins are trained, and I’ve never forgotten it — mainly because it’s exactly what so many salespeople do to their customers.
If you Want to Be a Complete and Utter Failure in Sales Do This…
A short handbook for aspiring sales disasters
Rising Above AI Mediocrity
AI has made average look acceptable. The best sellers will be the ones who use it to enhance and share their thinking, not replace it.
B2B Sales in an AI World: Skills That Matter
Following on from my post about buyers, now it’s the sellers turn. How is AI going to impact sales and are we ready for the challenge? We’ve already seen that buyers are using AI to do the research,...
How AI Is Changing B2B Buying
I was having exactly this conversation a few days ago with a colleague and I thought it was worth sharing our thoughts. The short answer is, a lot. AI is already reshaping B2B buying, but the next...
Curiosity starts with questions, and lives in your listening
Last time, I wrote about curiosity as one of the most underrated skills in sales. But it’s not enough to say
How to Handle Price Pressure Without Discounting
Under Pressure: Why Price Pushback Isn’t Just a Procurement Problem
The Two Sides of the Value Challenge – and Why Sales Teams Struggle
Salespeople don’t lose margin because they lack motivation. They lose it because they’re stuck on the wrong side of the
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The Sherlock Holmes Series
What would the world's greatest detective make of modern B2B sales? Holmes applies his legendary powers of observation and deduction to the challenges of value selling — with Watson faithfully recording every case.
The Adventure of the Misplaced Conversation
He prepared answers before he understood the questions. Holmes insisted we observe the meeting from behind the one-way mirror. Within moments the salesman launched into an enthusiastic presentation — and the real crime had already been committed.
The Case of the Algorithmic Assassin
Shock news — are salespeople really going to be replaced by AI? Holmes flung aside The Times with a grunt. 'Something doesn't add up, Watson. AI has not solved the puzzle. It has merely disguised it.'
The Mystery of the Silent Buyer
It was a bitterly cold morning at 221B Baker Street when a distressed account executive burst in, his breath visible in the frigid air. “Mr. Holmes, I need your help! My buyer was enthusiastic,...
Sales Enablement That Changes Behaviour — Sherlock
A Sherlock Holmes Story. Holmes had seen many sales enablement programmes in his time. But none quite like this one.
Why Sherlock Holmes Is the Perfect Champion of Value Selling
By Mike Wilkinson — The Value Sales Expert. Every now and again someone asks why I keep returning to Sherlock Holmes as a metaphor for value selling.
Sherlock Holmes and the Case of the Identical Proposals
Sherlock Holmes had seen many strange things in his life, but nothing prepared him for the stack of identical proposals sitting on his desk.
Sherlock Holmes' Three Spirits of Value
A Seasonal Reflection as captured by Dr. John H. Watson. Over supper that evening, Holmes was uncharacteristically quiet.
The Christmas Eve Pipeline Panic
A Sherlock Holmes Christmas Mystery. It was the evening of 23 December. London was quiet, wrapped in that thin layer of anticipation that arrives just before Christmas.
A Christmas Mystery for Sherlock Holmes
The Case of the Unhappy Customer. Snow was falling gently on Baker Street when an anxious Mr. Grayson arrived at 221B.
Sales Discovery Questions: The Sherlock Method
Holmes leaned back in his chair and gazed out of the window of 221B Baker Street. 'Selling you say? Nasty business. You've got to be good to stand out.'
The Case of the Vanishing Deals
It was a dreary afternoon at 221B Baker Street when a frazzled sales director burst into the room. 'Mr. Holmes, our deals keep vanishing into thin air!'
The Case of the Vanishing Deal
A Short Story for Halloween. It was a dark and stormy night when Mr. Simmons, a sales director, burst into 221B Baker Street, pale as a ghost.
The Case of the Existing Solution
It was a foggy evening at 221B Baker Street when Mr. Langley, a perplexed sales director, arrived with a heavy sigh.
Another Sales Mystery for Sherlock Holmes: The Case of the Leaky Sales Pipeline
It was a misty morning at 221B Baker Street when Mr. Graves, a despondent sales director, hurried in. 'Holmes, our sales pipeline is a disaster!'
Some Sales Advice from No Sh*t Sherlock!
Over the last few weeks Sherlock Holmes has been helping investigate a number of Value Mysteries. So I thought I would ask him just how he goes about his investigations.
How do you Solve the Value Mystery? Elementary....
Time to turn to Sherlock Holmes. Known for his exceptional analytical skills and keen observational abilities, Holmes would undoubtedly approach solving the value mystery in a methodical way.
The Case of the Mysterious Value
It was a fog-drenched evening at 221B Baker Street when a knock at the door announced the arrival of Mr. Alfred Pemberton, a frazzled sales director.