Continuing within the framework of the central theme “The Sales Hero’s Journey,” specialist Carlos Rosales, director and founder of Consultores Neurosales, experts in business and sales management, analyzes for readers and users another stage or leg of this journey, illuminating the path and clarifying aspects of great use for decision-making.

“Up to this point, the change has been primarily internal. The salesperson has recognized that something isn’t working, has listened to new ideas, and has rethought their understanding of selling. But none of that matters if it doesn’t translate into action.” Crossing the threshold is that moment when you leave intention behind and start acting differently.

-In B2B sales, crossing the threshold doesn’t mean changing everything at once. It means making a concrete decision: asking questions that weren’t asked before, challenging the client’s assumptions, or slowing down an opportunity to better understand the problem. It’s uncomfortable because it breaks with the established dynamic and exposes the salesperson to new and unpredictable reactions.

“That’s where fear appears. Fear of losing opportunities, of being poorly positioned, or of seeming poorly tradable. The salesperson stops being just the one who responds and starts taking a more active role in the conversation.” “It no longer follows the customer’s process automatically, but instead tries to influence and guide them.”

The journey ceases to be theoretical and becomes practical

-This step is often noticeable in small but decisive details. A first meeting that focuses more on the business context than on the product. An email that poses a difficult question instead of directly sending a quote. A conversation that discusses risks and consequences, not just benefits.

“Crossing the threshold also implies accepting that some opportunities will be lost sooner. Not all customers are willing to engage in this type of interaction. Some seek speed and price, not reflection or analysis. And that’s part of the process. Crossing the threshold is choosing which types of sales you want to win and which ones you’re willing to let go.”

-This moment marks a clear boundary. After crossing it, it’s no longer possible to go back without realizing you’re taking a step backward. The salesperson begins to measure progress differently. Not only by the customer’s stated interest, but by the quality and depth of the conversations.

“Crossing the threshold doesn’t guarantee immediate results. It guarantees learning.” And in complex sales, learning faster than the market is a real competitive advantage. From here, the journey ceases to be theoretical and becomes practical. It’s no longer just about knowing, but about doing.

Author information: 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: John on Unsplash)

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