Ideas

Sales is changing.
Let's think further.

Twelve entry points into the questions from the book and three tools for your everyday sales work.

Start with the self-check
01The tools

A different view.
One concrete step.

01 / Self-check · 3 minutes

Where does your sales effort lose impact?

Six statements, one reading across relevance, decision and responsibility.

Start the self-check
02 / Map · 5 minutes

Who really has to say yes?

Six roles in the buying centre, with the questions and proof each one needs.

See the roles
03 / Decisions · 4 minutes

When does a person take over?

Situations from everyday sales — and the model for the handover between AI and people.

See the model

The tools run directly in your browser. Your answers are neither transmitted nor stored.

02The buyer's view

A yes in the department
is not an approval.

Six roles decide together. Each asks something different — and each needs different proof.

AnwenderMacht das meine Arbeit besser?FachbereichLöst das mein Problem?IT & SecurityWelches Risiko kommt mit?EinkaufIst der Preis vergleichbar?FinanceWas passiert mit dem Geld?LeitungWas trage ich persönlich?FREIGABEDrei von sechsentscheiden mit.
Role 01
The user

Asks: does this make my work better or just different? Needs: an honest demonstration on a real case.

Benefit
Role 02
The business owner

Asks: does this solve my problem in operation? Needs: references from a comparable environment.

Impact
Role 03
IT and security

Asks: what risks does this bring? Needs: verifiable answers, not reassurance.

Risk
Role 04
Procurement

Asks: is the price comparable and negotiable? Needs: a clean structure, not a discount battle.

Terms
Role 05
Finance

Asks: what happens to the money over the year? Needs: a calculation that stands up without us.

Viability
Role 06
Management

Asks: which decision am I personally carrying? Needs: a formulation that can be quoted internally.

Accountability
03The handover

When does a person
take over?

AUTOMATISIERUNGRecherche · Ansprache · Aufbereitung · NachfassenMENSCHZusage · Widerspruch · RisikoÜbergabe
Automation ends when …

… a commitment is made.

The moment a statement becomes binding it needs a name behind it. A machine cannot be liable.

Automation ends when …

… there is contradiction.

The second objection to the same point is the signal. No further automation helps after that.

Automation ends when …

… risk is the subject.

Whoever talks about risk is talking about trust. And trust happens between people.

04No pitch at the end

25 minutes.
Three questions. One honest read.

You describe what you are working on. I tell you what I would look at first — and whether I am the right person for it. If I am not, I will say so.

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Video · 25 minutes · free. You pick the slot — no callback loop.