Emotions do not simply vanish when circumstances change. They leave a trace that may remain long after the event that triggered them has passed. In organisational life, this residue quietly but persistently shapes how people interpret their environment and respond to others.

In this article, you’ll decode 5 hidden buying architectures that shape — and sometimes stall — B2B sales cycles. You’ll learn how to read internal signals early, adapt your rhythm, and guide each deal with sharper insight.

In B2B environments, sales and customer service teams often support the same clients. Both play a critical role in building trust, ensuring continuity, and responding to client needs. But how often do they truly operate in sync—and what gets missed when they don’t? Or equally important, what happens when they collaborate too much?

The Selling Style Game: What Do You Pick Up? A sales narrative — and a challenge in perception This piece is more than just a story. It’s...

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Hyper-Personalisation Begins with the Person In sales, the concept of personalising one’s approach is not new. We've long known that...

Self-Disclosure in Business: A Powerful Tool or a Hidden Risk?