Why you are NOT a failure
Feb 20, 2026
Your sales are NOT broken
That's a version of the narrative doing the rounds some people want you to believe
"Everything is outdated.
Everything must be reinvented" it screams
Yes there have been some shifts
But you are unlikely to be the massive failure that story wants to paint you as
Most people I deal with are decent folk who want to do a decent job
They aren't broken
That said the simple shift many would benefit from is a slightly different view
🔶 Selling is decision support 🔶
Our customers have more information than ever before
They are working stuff out for themselves
There is increased personal risk (reputation) on the line
More time spent looking to align and work together is an investment
In doing this the traditional 'convincing' and 'persuading' associated with sales takes a different tone
Pushiness won't work
Collaboration will
Having structure helps
Like the VALUE Framework
🔸 Validate = right opportunities
Focus on decisions that genuinely need support
🔸 Align = right research
Understand the pressures behind the requirement
🔸 Leverage = right conversations
Help buyers think through trade-offs and consequences
🔸 Underpin = right solutions
Position capability only after criteria are clear
🔸 Evolve = right outcomes
Stay close enough to ensure the decision proves sound
No rip and replace of a current process required
Just a refined view of your role
Sales isn’t broken
It has evolved
It is easy to make that evolution if you want to
Are you ready to increase your sales?
The Collaborative Selling Scorecard has been designed to show sales professionals their blind spots and provide instant, actionable steps on how to improve
It’s free and only takes 5 minutes
