Continuing with “The Sales Hero’s Journey,” the director and founder of Neurosales Consultants (Carlos Rosales), a specialist in business and sales management, explains to readers and users another stage or phase of this journey.

“After crossing the threshold, the salesperson enters different territory. They no longer sell as before, but neither do they completely master the new approach. In B2B sales, this stage marks the beginning of the real work: fewer certainties, more tests, and a constant feeling of learning as they move forward.”

Meetings no longer follow a predictable script. Some questions generate awkward silences. Others force the client to think more than they expected. The answers aren’t always clear and often contradict what seemed to have been agreed upon. Here, the salesperson discovers that selling better doesn’t mean selling more easily, but rather having more demanding conversations.

“The tests are usually small, but cumulative. A key decision-maker who doesn’t show up. A process that drags on without explanation. A client who seems to move forward and then backs away. Each situation tests the salesperson’s conviction and their ability to maintain focus without resorting to improvisation or falling back into old habits.”

Along this path, allies emerge. Clients who appreciate the clarity, even if it’s uncomfortable. Internal contacts who share relevant information. Colleagues who confirm, from their own experience, that the new approach makes sense. They aren’t spectacular or visible supporters, but they serve as signals that the change is heading in the right direction.

“Enemies also emerge, and they aren’t always external. The rush to close, the ego that demands quick validation, and the temptation to return to the product when the conversation becomes uncomfortable. In B2B, these enemies are subtle and persistent because they present themselves as reasonable shortcuts.”

“This stage isn’t about immediate results. It’s about judgment. The salesperson begins to differentiate real opportunities from mere distractions. They learn to listen better, to intervene less, and to choose more carefully where to invest their time and energy.”

“This is where sales muscle is built. Not with spectacular closes, but with more conscious decisions and better-focused conversations. The salesperson stops measuring themselves solely by activity and begins to evaluate themselves by the quality of the dialogue they generate.”

“The tests, the allies, and the enemies don’t disappear. But from this point on, the salesperson no longer faces them based on pure intuition, but rather on experience that begins to take shape.”

Author Bio: Carlos Rosales

Carlos Rosales is a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala. Author of the books “People Buy People,” “People Buy Leaders,” and “Epic Sales Blunders,” with over 90,000 copies sold. Trainer of sales professionals throughout Latin America. High-impact speaker and mentor.

Recognized by LinkedIn as one of the Top Voices in Latin America and by GOIntegro as one of the Top 12 HR Influencers in Colombia.

He is currently the director of Neurosales Consultants, a training and human development company with a presence throughout Latin America.

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The director of Consultores Neurosales, Carlos Rosales, keeps his compass steady and once again leads us to see things differently in order to act better. He provides arguments and opinions so that we can review our approach, and even our course of action, in business and sales. Thus, we continue “the sales hero’s journey,” which we began publishing and discussing at the beginning of this year.

“In no story does the hero advance alone. There comes a moment or point where they need someone who sees what they don’t yet see.” In B2B sales, that moment arrives when the salesperson accepts that simply trying harder isn’t enough. They need to do things differently.

The mentor isn’t always a person. It can be a book that makes you uncomfortable, articles that encourage reflection and daring, a thought-provoking conversation, or a trainer who challenges deeply ingrained assumptions. Sometimes it’s a colleague with better results. Or even a client who, without intending to, explains their decision-making process and exposes shortcomings that previously went unnoticed.

“What’s important isn’t who the mentor is, but what they provoke. Their role isn’t to motivate or encourage, but to disrupt. The mentor names problems the salesperson sensed but couldn’t articulate. They identify patterns, introduce new questions, and offer a framework for understanding why some opportunities progress while others stagnate for no apparent reason.”

In sales, this encounter usually involves a shift in focus. Moving from the product to the client’s business. From arguing benefits to understanding risks. From closing quickly to helping make better decisions. The mentor doesn’t promise immediate results or magic solutions, but rather something more valuable: clarity.

Attending a training session, reading an article, or listening to a talk doesn’t produce real change on its own

“This point is uncomfortable because it forces you to acknowledge limitations. Listening to a mentor means accepting that some things have been done wrong or, at least, that they no longer work as they used to. For many experienced salespeople, that acknowledgment is harder to come by than learning a new technique or incorporating a new tool.”

Herein lies a common mistake: confusing inspiration with transformation. Attending a training session, reading an article, or listening to a talk doesn’t produce real change on its own. The mentor opens the door, but doesn’t walk through it for you. Their value lies in offering a different map, not in walking the path.

“When the salesperson accepts the guidance, something begins to change. They observe their processes with new eyes. They question their presentations, their questions, and even the way they measure the progress of an opportunity. There aren’t visible results yet, but there is a new feeling: now they understand why they were stuck.”

Meeting with a mentor doesn’t solve the journey. It makes it possible. From this point on, the salesperson can no longer pretend they don’t know. And that knowledge brings a clear responsibility: deciding whether to put it into practice or consciously return to the ordinary world.

Author Bio, Carlos Rosales

Carlos Rosales is a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala. He is the author of the books “People Buy People,” “People Buy Leaders,” and “Epic Sales Blunders,” with over 90,000 copies sold. He trains sales professionals throughout Latin America and is a high-impact speaker and mentor.

He has been recognized by LinkedIn as one of the Top Voices in Latin America and by GOIntegro as one of the Top 12 HR Influencers in Colombia.

Currently, he is the director of Consultores Neurosales, a training and human development company with a presence throughout Latin America.

(Main reference image source: Kobu Agency on Unsplash)

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The president of the National Council of Commerce and Services (Consecomercio), José Gregorio Rodríguez, indicated that Venezuela’s economic growth could exceed 10% by the end of 2026.

Regarding the commercial sector, the president of the business association emphasized that it is expected to experience a rebound of 3 % to 4%  by the end of this year.

As Rodríguez stated in a television interview, “this positive trend will become more evident as the year progresses.” He added that economic growth will be reflected in the second half of 2026, “because the measures that can be adopted today are the product of a process.”

He emphasized the importance of a balance in key factors such as “tax burdens, financing, the simplification of administrative procedures, and attracting investment. For Rodríguez, the sustainability of growth depends on a comprehensive vision.”

On May 21 and 22, Consecomercio will hold an assembly in Lara state, where stakeholders in the sector will address essential and strategic issues related to national economic development.

M.Pino

Source: ultimasnoticias

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In its ongoing commitment to strengthening the entrepreneurial ecosystem in Venezuela, Bancamiga held the virtual masterclass “When Eating Becomes Your Job.”

The event was led by renowned communicator Ronald Aristimuño, founder and director of Gastro No-mía, the leading multimedia platform for the culinary sector in the country.

During the session, Aristimuño shared his brand’s journey, highlighting that the cornerstone of its success has been maintaining a “genuine and experiential” vision, based on fostering partnerships and showcasing the quality of Venezuelan brands.

The communicator emphasized that his role is not that of a food critic, but rather that of an ally who recommends only what he truly enjoys, building a bond of honesty with his audience.

Tips for success, in partnership with Bancamiga

The conference focused on providing strategic tools for those who decide to venture into the competitive world of gastronomy. Aristimuño highlighted three recommendations that are fundamental to the success of those starting a business.

• The specialist urged entrepreneurs to find a unique selling point. “It is vital to learn how to differentiate yourselves in the market. If you cannot differentiate yourselves, then you must be the best at executing that specific product,” he stated.
• For Aristimuño, the relationship with customers does not end with payment for the product or service. He emphasized that “trust is earned through pre-sales, during-sales, and especially after-sales service, which for me is the main hook for customer loyalty.”
• He recommended focusing efforts on “blue oceans,” those unsaturated market niches. By identifying these spaces where similar businesses don’t exist, entrepreneurs have greater opportunities to capture and dominate the market quickly.

With this online masterclass initiative, Bancamiga reaffirms its commitment to Venezuela by providing high-level training so that entrepreneurs and small and medium-sized business owners can transform their ideas into sustainable and successful businesses.

With information and images provided by Bancamiga Banco Universal

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Bancamiga, in partnership with Zona Tech, presents its credit card with 12-month financing, which will allow its customers to purchase products at any of the branches of this technology store network.

From now on, Venezuelans will have access to a co-branded Mastercard credit card, which offers the possibility of making purchases both in physical stores and online. Customers can check and view their transactions directly on Bancamiga Online.

The Chairman of the Board of Directors of Bancamiga Banco Universal, Dr. José Simón Elarba, indicated that in this way the institution consolidates its strategy of being close to Venezuelans by prioritizing initiatives that directly impact their daily well-being.

When purchasing products, there will be no fixed down payment, and the customer can choose how many installments to pay in. Credit limits will be variable, adjusting to the profile and credit history of each applicant, thus guaranteeing responsible management of personal finances.

Bancamiga, Zona Tech, and Mastercard: A streamlined and transparent process

Those interested in purchasing appliances, televisions, game consoles, and household goods can go to any Zona Tech branch or visit Bancamiga agencies throughout the country. The process has been designed to be streamlined and transparent, allowing customers to submit their required documents and receive personalized advice.

This initiative allows Bancamiga to reaffirm its philosophy of being an ally in the personal growth of each client, by facilitating the acquisition of tools that improve comfort and connectivity, while raising the standard of living for Venezuelans.

For more information, stay tuned to Bancamiga and Zona Tech’s social media channels.

Information and image provided by Bancamiga and Zona Tech

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Investment funds from the United States, Brazil, and the United Kingdom will come to Venezuela to participate in Caracas Investment Week 2026, from April 23 to 26.

The event, organized by Orinoco Research, will bring together various hedge funds, particularly investment funds and banks, as well as oil and mining companies, according to the company’s founder, Elías Ferrer.

Caracas Investment Week will be the ideal setting to bring together investors, high-level officials, and the main economic advisors of Venezuela’s interim government.

The event will also include “local business leaders, diplomats, and the country’s leading experts in areas such as energy, political risk, and the legal framework.”

The agenda includes key topics for the country’s future, such as:

• A new era in US-Venezuela relations.
• Oil and gas: unlocking one of the world’s largest hydrocarbon reserves.
• Economic reforms and a new era for foreign direct investment.
• The path to restructuring Venezuela’s debt.
• The new role of mining and critical minerals.
• Opportunities in real estate, tourism, the stock market, private equity, and venture capital.

M.Pino

Source: bitacoraeconomica

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A new year has begun, full of challenges, obstacles, and, of course, goals to achieve in the realm of business and sales activities. Specialist Carlos Rosales, director and founder of Consultores Neurosales, with recognized expertise and an international reputation for his performance in this broad field, and more specifically in everything related to sales, begins his new cycle of contributions to our media group, making available to readers and users, and sparking their interest, a framework or path to consider. We will share these highly relevant and useful articles throughout 2026, illuminating the path to decision-making.

“Selling today is nothing like selling five years ago. Customers are better informed, cycles are longer, and old tactics no longer have an impact. Many experience it as an exhausting routine, a sequence of calls and presentations that no longer moves the needle. But this discomfort isn’t a problem; it’s an invitation to level up.”

– In my concept of the sales hero’s journey, I propose that every sales professional faces, sooner or later, the same twelve stages that heroes in their stories generally experience. It’s not a literary device, but a practical way to understand why we stagnate and how to move forward with greater clarity.

“Exactly, it all starts in the ordinary world: processes that run on autopilot, a lack of focus, and a market that demands more than we give. When the usual approach stops being enough, the call to adventure arises. The challenge lies in listening to it without falling into excuses like ‘my sector is different’ or ‘I don’t have time.’ These are comfortable barriers that prevent growth.”

From the product to value

– Real change comes when we accept the guidance of a mentor, whether it’s a book, a trainer, or a role model: someone who shakes us up, challenges us, and pushes us to try something different. Crossing the threshold isn’t planning, it’s deciding. It’s moving from intentions to action: implementing a CRM properly, personalizing messages, or transforming a product-centric presentation into a value-centric one.

“On the way, challenges, allies, and enemies appear. Customer rejections weigh heavily, but they sharpen our judgment. Ego and routine become dangerous rivals. Discipline and data become our compass. And sooner or later, we reach the deepest cave, that point where everything gets dirty: stagnation, doubt, lack of results. That’s where it’s determined who retreats and who is reborn.”

– The great test often takes the form of a difficult negotiation or a goal that seems out of reach. Overcoming it depends not only on techniques, but also on composure and vision. The reward isn’t just the contract, but the internal authority gained by demonstrating our ability to withstand pressure.

“Then comes the journey back, where we apply what we’ve learned with greater confidence. And there’s always one last challenge that reinforces our evolution before we return with the elixir: experience, conviction, and the ability to inspire others.”

– Each sales cycle is a journey. What changes everything is how you choose to experience it: from fear or from purpose. What stage are you at today?

 About the author

Carlos Rosales is a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala. He is the author of the books “People Buy People,” “People Buy Leaders,” and “Epic Sales Blunders,” with over 90,000 copies sold. He trains sales professionals throughout Latin America and is a high-impact speaker and mentor.

Recognized by LinkedIn as one of the Top Voices in Latin America and by GOIntegro as one of the Top 12 HR Influencers in Colombia.

He is currently the director of Consultores Neurosales, a training and human development company with a presence throughout Latin America.

(Main reference image source: Alex Hudson on Unsplash)

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La entrada C. Rosales / Neurosales analyzes and proposes “the sales hero’s journey” apareció primero en Bitfinance.

For years we’ve been taught that sales are won through persistence: more calls, more emails, more follow-ups. But what if the real secret wasn’t insisting, but connecting? Carlos Rosales, leader of Neurosales, an international company specializing in advising and training teams for businesses, explains and elaborates on this.

The difference may seem subtle, but it changes everything. Insisting is pushing; connecting is understanding. When you understand what motivates a client to say “no,” you stop pressuring them to change their mind and begin to guide them through their decision. Because the client doesn’t need to be convinced: they need to feel heard.

From Persistence to Trust

“Many salespeople believe that persistence is demonstrated by repeating the same message until they get a response. But what truly builds trust isn’t persistence, but consistency.”

Good follow-up isn’t about convincing, it’s about providing value: sending a useful article, sharing an idea that solves a problem, or showcasing a similar success story. That communicates genuine interest, not desperation.

“When someone feels that their need matters more than your sales quota, the relationship is transformed.”

Listening Changes the Conversation

Active listening isn’t about letting them talk; it’s about understanding what’s behind the words.

When a client says, “We already have a supplier,” the easy response would be, “Ours is better.” The smart response is: “Perfect, what do you value most about your current supplier?”

That question opens a door. And behind that door is the information that sets you apart from everyone else.

The buyer doesn’t remember who talked the most, but who listened best.

Personalizing is Connecting

Nothing creates a stronger bond than feeling understood. An email or a meeting where the person notices you’ve done your homework, that you understand their industry, their context, and their challenges, immediately earns respect.

“There’s no trick: just research, observation, and empathy.”

-Selling B2B isn’t about offering a product: it’s about demonstrating that you understand their business almost as well as the person you’re contacting.

Silence also speaks volumes

“The best salespeople not only master the spoken word, but also the power of silence. After a good question, pausing for a few seconds can be more powerful than filling the space with words.”

-That silence allows the other person to think, reveal information, and build trust. In sales, it’s not always the one who talks the most who wins, but the one who listens best and manages their time effectively.

Curiosity: the new close

“Genuine curiosity is the bridge to trust.”

-Asking questions not to close the deal, but to understand, changes the tone of the entire conversation: “How are you measuring that result?”, “What would happen if that process improved by 20%?”

When the other person senses that you’re learning from them, they begin to see you as an ally, not a salesperson.

Connecting is also a skill that can be learned.

– Connecting isn’t a gift, it’s a skill. It’s developed through empathy, observation, and practice.

“After each meeting, ask yourself: Did I interrupt? Did I really listen? Did I contribute anything useful?”

– Small daily adjustments transform an average salesperson into a humane, strategic, and memorable professional.

Closing isn’t the end.

“Perhaps you don’t need more follow-ups, but rather more honest conversations.”

– It’s not about pushing to close, but about connecting to build lasting relationships.

“When you achieve that, sales come naturally.”

– And you, how well are you truly connecting with your clients?

About the author: Carlos Rosales

Carlos Rosales is a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala. Author of the books “People Buy People,” “People Buy Leaders,” and “Epic Sales Blunders,” with over 90,000 copies sold. Trainer of sales professionals throughout Latin America. High-impact speaker and mentor.

Recognized by LinkedIn as one of the Top Voices in Latin America and by GOIntegro as one of the Top 12 HR Influencers in Colombia.

He is currently the director of Neurosales Consultants, a training and human development company with a presence throughout Latin America.

(Reference image source: Vitaly Gariv on Unsplash)

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The Third Future Summit, dedicated to artificial intelligence and its application in business, will be held on November 12th. The event will be held at the Chacao Cultural Center in Caracas, Venezuela.

The summit will be a meeting place for international experts from Amazon, Google, and Meta, as well as Venezuelan business leaders, who will discuss the applications of AI in business.

“The event will take place from 9:00 a.m. to 12:00 p.m. and seeks to offer practical strategies for incorporating artificial intelligence (AI) tools in different productive sectors,” local sources indicated. Tickets are now available for pre-sale through www.liveri.com.ve and at the Cinex box office.

The summit’s marketing manager, Daniela Otero, noted that this edition aims to “effectively put artificial intelligence into action in different business areas, allowing executives and entrepreneurs to learn about experiences and solutions with a global impact.”

International speakers include Eduardo Ordax, leader of generative AI at Amazon, and Giovanni Stella, who has held management positions at Google in Colombia and Central America, as well as at Meta in Europe.

“The Third Future Summit is shaping up to be an essential opportunity for strategic updating and networking with leaders who are redefining the global business landscape through Artificial Intelligence,” El Nacional reported.

M.Pino

Source: mundour

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La entrada The Third Future Summit, dedicated to Artificial Intelligence, will be held in Caracas apareció primero en Bitfinance.

In this new installment, and returning to the topic of how to optimize sales efforts, specialist and postgraduate professor Carlos Rosales shares and explains:

-Those who work in sales often face the same scenario: they present a well-constructed proposal, detail the benefits, answer objections, and still receive a “no” too quickly.

What’s going wrong?

“Possibly, the problem isn’t the solution you’re offering. It’s the conversation you’re having.” When a buyer is on autopilot—with fixed ideas, assumptions, or poorly focused urgencies—repeating arguments rarely works.

-Instead, a good question can open a gap in their thinking and take the conversation to another level.

• The right questions don’t just drive sales
• They transform the conversation
• They provoke reflection
• They take the buyer out of autopilot

“Here I share with readers and users 9 questions designed for just that: to change your client’s focus and open a more strategic, in-depth, and forward-thinking dialogue.”

-They are truly useful, which is why we should take them into account.

1. “Why is that your strategy?”

A simple but powerful question. Stated politely, it doesn’t confront; it invites review. If the client’s logic is sound, excellent. If not, you can help them rethink it.

2. “Why hasn’t this been solved before?”

This question makes the invisible visible. Maybe they’ve already tried and failed. Maybe they chose a convenient but ineffective solution. With this question, you can better understand their story and add something more relevant.

3. “What will the impact be if you don’t solve it?”

Every problem has consequences. Sometimes they’re obvious, sometimes they’re minimized. This question helps clarify real costs, risks, and emergencies.

4. “How do you think you could make it happen?”

This “how” opens the way to talk about obstacles and possible paths. It allows you to see the landscape from their perspective… and show why your solution makes sense.

5. “What do you think could be possible?”

Ideal for getting the buyer out of the short term. This question points to opportunities, potential, and what could be achieved beyond the immediate problem.

6. “Have you considered another way to do it?”

It doesn’t suggest the client is wrong, just that they may not have explored every angle. It opens the door to new ideas without imposing them.

7. “What will happen if they don’t act?”

This question introduces real urgency. It doesn’t pressure, but it does show what’s at stake if they don’t make decisions in a timely manner.

8. “How do you know that’s true?”

Sometimes the client repeats assumptions as if they were facts. This question doesn’t challenge, it invites more precise thinking and a separation of the subjective from the objective.

9. “What’s missing?”

This is a question that changes the pace. It usually creates a pause: “Good question…” That’s where something valuable can emerge that wasn’t yet on the table.

Close more sales by asking better questions

-These questions aren’t gimmicks. They’re tools to connect more deeply, build trust, and provide real value.

“Because selling isn’t about pressure. It’s about conversing intelligently.”

Bio of Carlos Rosales, the author

Carlos Rosales is a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala. Author of the books “People Buy People,” “People Buy Leaders,” and “Epic Blunders in Sales,” with more than 90,000 copies sold. He is a trainer of sales professionals throughout Latin America. He is a high-impact speaker and mentor.

Distinguished by LinkedIn as one of the Top Voices in Latin America and by GOIntegro as the Top 12 HR Influencers in Colombia.

He is currently the director of Consultores Neurosales, a training and human development company with a presence throughout Latin America.

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