Business insight and best practice
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- PerspectiveBuyer Perspective & Storytelling › Executive conversationsBusiness insight and best practice › Strategy
Selling to CEOs — An Untaught Skill
Ton Verleg explains how to prepare for CEO conversations: respect time, focus on business outcomes, demonstrate financial understanding and build trust through relevant insight.
Ton Verleg · Published 2026-10-27
Read the full Insight - PerspectiveBuyer Perspective & Storytelling › Buyer value and concernsBuyer Perspective & Storytelling › Business storytellingBusiness insight and best practice › Industry perspectives
What’s in the Box, Salesperson?
Ton Verleg’s box metaphor challenges one-sided discovery meetings: arrive with researched ideas and useful evidence so the buyer gains value from the conversation.
Ton Verleg · Published 2026-10-27
Read the full Insight - PerspectiveBuyer Perspective & Storytelling › Sales enablementBusiness insight and best practice › StrategyTechnology and data › Automation and artificial intelligence
Let’s Stop Asking Sellers to Do the Impossible
Ton Verleg argues that sales leaders must equip teams with research, relevant insights, buying-process clarity and credible evidence — not just targets and strategy slides.
Ton Verleg · Published 2026-10-27
Read the full Insight - PerspectiveBuyer Perspective & Storytelling › Business storytellingBusiness insight and best practice › Industry perspectives
Storytelling in Business, Triples Your Win-Rate
Ton Verleg explores audience-first storytelling through an illustrative sales meeting, drawing on Mark Edwards’ Best Story Wins. The headline’s win-rate claim is not independently verified.
Ton Verleg · Published 2026-10-27
Read the full Insight - PerspectiveBuyer Perspective & Storytelling › Buyer value and concernsBusiness insight and best practice › Industry perspectives
Three Things You Always Wanted to Know about Overcoming Objections
Ton Verleg reframes objections as buyer concerns: slow down, clarify what is holding someone back and explain the value of time, stakeholder involvement and investment.
Ton Verleg · Published 2026-10-27
Read the full Insight - PerspectiveBuyer Perspective & Storytelling › Buyer value and concernsBusiness insight and best practice › Industry perspectives
What “Opening Pitch” Buyers Like
Ton Verleg proposes an informed opening conversation: send an agenda, prepare useful insight and use Share → Confirm → Ask to build trust around the buyer’s business.
Ton Verleg · Published 2026-10-27
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