In a previous article, I discussed the sales hero’s journey as a different way of looking at the sales profession. Starting with this installment, I’ll delve into each of its twelve stages to bring the concept to life in the daily reality of the B2B salesperson. Let’s begin with the first one; Carlos Rosales, postgraduate university professor and director of Consultores Neurosales, shares and explains it.

We value and recommend their useful content – available upon request – published across the various media outlets of the EL SUMARIO Digital Communication Group to our readers and users.

“Every story begins somewhere familiar. In B2B sales, that place is often a routine that works, but barely. Inherited processes, repeated speeches, and a full schedule don’t always translate into clear results. There’s no obvious crisis, but neither is there real growth. Activity is constant, movement is continuous, but progress is limited.”

The salesperson, in their ordinary world, does what they’ve always done. They pursue opportunities similar to those of previous years, use the same presentations, and trust that accumulated experience will be enough to sustain performance. The problem isn’t a lack of work or commitment, but a lack of review. They sell “as always” rather than as the client demands today.

“The salesperson sells ‘as always’ rather than as the client demands today.” “From the outside, everything seems reasonable. The pipeline is moving forward, some opportunities are closing, and the quarter is getting through without a hitch. However, something just doesn’t add up. Clients are requesting more internal meetings before making decisions, comparing suppliers more objectively, and shifting decision-making to departments like purchasing, legal, or finance. The salesperson feels they are investing more time and energy to achieve the same result as before, or even a lesser one.”

A problem of focus: not of market, price, or customer

-This is the ordinary world: comfortable, predictable, and, in a way, deceptive. It doesn’t hurt enough to force an immediate change, but it does hurt enough to wear you down gradually. Many professionals remain here for years, convinced that the problem is the market, the price, or the customer, and they rarely review their own approach.

“In B2B, this stage typically shows three clear signs. The first is a product-centric sales approach: features and functionalities are explained, but not the real impact on the client’s business. The second is a reactive dynamic: responding to emails and orders without providing a clear address. The third is a false sense of control: believing that knowing the sector equates to understanding today’s buyer.”

“The ordinary world isn’t negative. It’s necessary. It’s the starting point. But it’s also the place you need to be able to identify. As long as the salesperson doesn’t accept that their usual way of selling is no longer sufficient, there will be no journey or transformation.

“It’s not about judging where you are, but about deciding how much longer you want to stay there before taking the first step toward a more conscious sales approach, one that’s aligned with today’s buyer.”

Brief biographical sketch of 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 Consultores Neurosales, a training and human development company with a presence throughout Latin America.

Main reference image source: Jakub Zerdzicki on Unsplash           

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La entrada The ordinary world: when selling becomes automatic apareció primero en Bitfinance.

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.

In this installment, the consulting firm Neurosales and its director, Carlos Rosales, a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala, focus on contact activity and its quality or value in closing sales, sharing their insightful recommendations with our users and readers through the Grupo El Sumario media outlets.

“Many salespeople believe that a sale is made on the first attempt. They send a message, don’t get a response, and assume the prospect isn’t interested. But the reality is very different, and most give up after the second contact, when the process hasn’t even begun.”

Various specialists and experts agree that a meeting requires at least eight points of contact. And that’s just to open the door. The rest of the journey depends on how you guide the client through the three natural stages of any sales process: interest, consideration, and commitment. Each stage requires patience, intention, and communication that resonates with the listener.

“The key isn’t doing more, but doing it better. While the average person gets a meeting after eight interactions, the best achieve it in five because every contact has a clear purpose. They don’t send empty reminders or generic phrases. Each message answers what a buyer is silently wondering: why act now, why choose you, how you add value to their business, and why trust your judgment.”

Building trust and value

-Before calling or writing, it’s worth pausing to review five simple points: who the buyer is, what truly matters to them, where they prefer to receive information, when they have the mental space to talk to you, and why they would agree to speak with you. With that clear, designing a consistent sequence is much easier. It could be an email, a LinkedIn conversation, a brief call, or content that helps them better understand their problem. The important thing is that each step builds trust instead of pressure.

“Follow-up isn’t empty insistence. Only 25 % of leads decide quickly. The rest need time, clarity, and support. Sales aren’t achieved by those who rush, but by those who maintain a purposeful pace.”

Top salespeople don’t stand out for making more contacts, but for providing more value in each interaction. That’s why they get more meetings, advance more opportunities to proposals, and close more deals.

“Persistence opens doors. Value is what keeps them open.”

About the author 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.

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

Main reference image source: Vitaly Gariev on Unsplash

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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 consulting firm Neurosales and its director, Carlos Rosales, advise and guide in this work on how to sell in the age of information overload, focusing on those cases in which the customer knows more than the seller.

“For decades, the B2B salesperson was the source of knowledge. The customer came with questions, and the salesperson had the answers: prices, comparisons, success stories. Today, the scenario has changed completely. A buyer can spend hours researching on Google, reading reviews, downloading Gartner or Forrester reports, or asking questions on forums and LinkedIn groups.”

-By the time they finally meet with you, they often already know almost everything about your product, your competition, and even your track record.

“That poses a huge challenge: If the customer arrives with so much information, what value can a salesperson provide?”

The Dilemma of Over-Information

-At first glance, it might seem like an informed customer is an advantage. And it is, to a certain extent. But over-information creates another problem: noise. Data is abundant, but often contradictory or incomplete.

• One study says one thing, another says the opposite.
• One review is positive, the next is damning.
• Online comparison sites highlight superficial benefits but omit key limitations.

“The customer doesn’t lack information. They lack clarity. And that’s where the role of the modern salesperson comes in.”

From salesperson to insight curator

-The new value isn’t in “providing data.” The internet already does that. The value lies in making sense of that data. A good salesperson becomes a curator of insights, someone who knows how to separate the relevant from the secondary and put the information into context.

Some ways to do this:

• Translate market trends into concrete implications for the client’s business.
• Explain hidden risks that don’t appear in a report.
• Show invisible costs of not acting or making the wrong decision.
• Identify opportunities that the client doesn’t connect with because the information is scattered.

The power of the right questions

“Consultative selling is about thought-provoking questions, not 40-slide pitches.”

– Ask:

• “With all the information you already have, what is still unclear?”
• “What impact would make this decision have a year earlier or a year later?”
• “Which worries you more: overinvesting or falling short?”

– These questions turn the meeting into a space for clarity. The customer stops feeling like they’re being “sold to” and begins to value the salesperson as a strategic partner.

Trust as a currency

“In the age of information overload, customers don’t buy products, they buy trust. They want to be sure they’re making the right decision in a sea of ​​options. And that trust is built with perspective, honesty, and conversations that reduce uncertainty.”

The new differentiator

-The best salesperson is no longer the one who “knows the most,” but rather the one who helps the customer better understand what they already know. That is the true differentiator in a world saturated with information.

“In other words, the role of the B2B salesperson hasn’t died. It’s evolved. And those who assume that role as curators and advisors will be one step ahead.”

Author information Carlos Rosales

Carlos Rosales is a graduate 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 more than 90,000 copies sold. He is a trainer of sales professionals throughout Latin America. He 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.

(Reference image source: Andrew Mulvihill on Unsplash)

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La entrada If the customer knows more than you, how to sell to them in this era of information overload apareció primero en Bitfinance.

The director of the specialized consulting firm Neurosales expands on and advances the topic of B2B sales, enriching both actions and preparation to boost business. University professor and expert, Carlos Rosales, shares:

“Imagine you’re preparing for a meeting with a prospect. You practice your pitch, prepare your presentation, review the figures. But what you may not know is that the sale began long before you even spoke with the contact, representative, or decision-maker.”

-In reality, the client has already done their research: they checked your website, looked for opinions in forums, talked with industry colleagues, analyzed your LinkedIn profile, and read your posts. In other words: they already have a first impression. And that impression can be your best ally or your worst enemy.

The digital footprint that opens (or closes) doors

“Every trace you leave online is part of that invisible sale. Your posts, available testimonials, the conversations you participate in, even how you respond to a comment on LinkedIn. Everything adds to or detracts from credibility.”

-Before meeting you, the client has probably already asked themselves:

• Do they seem trustworthy?
• Do they have experience in my sector?
• Have they solved problems like mine?
• Do they come across as salespeople or as consultants?

Preparing the ground without sounding like self-promotion

-It’s not about bombarding social media with disguised advertisements. It’s about building trust with content and actions that provide real value:

• Sharing insights that others can apply. • Publish case studies with clear results, not just promises.
• Contribute to conversations with helpful insights, not a sales pitch.

“This kind of presence means that when a prospect researches you, they already perceive you as someone who understands business, not just products.”

When the sale has already started without you

-Sometimes, the meeting starts like this: “I already saw what you did with that company. I want to understand how we could apply it to ours.” This moment reveals the power of the invisible: the client is almost convinced.

In this scenario, your job isn’t to “convince,” but to confirm. Confirm that what they saw in your digital footprint is real. Confirm that you have the experience and ability to support them.

From convincing to confirm

-The difference is enormous:

• The salesperson who ignores the invisible arrives at the first meeting at a disadvantage. They have to work hard to convince from scratch.
• The one who cultivates their digital footprint arrives with the upper hand. They only have to confirm what the client already suspects.

The invisible as a competitive advantage

“The invisible side of B2B sales is everything that doesn’t appear in a CRM: reputation, references, digital footprint, third-party conversations. It’s not measured precisely, but it weighs as much or more than a good sales pitch.”

The final question

-Next time you think about prospecting, remember: when the client contacts you, the sale has probably already started. The real question, the most important one, is: What version of you did they encounter before you spoke with them?

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 Fails,” with over 90,000 copies sold. Sales professional trainer 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 Consultores Neurosales, a training and human development company with operations throughout Latin America.

(Reference image source: Radisson US on Unsplash)

Visit our news channel on Google News and follow us to get accurate, interesting information and stay up to date with everything. You can also see our daily content on X/Twitter and Instagram

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