selling more and better – Bitfinance

Neurosales analyzes “The Encounter with the Mentor”: the moment when someone suggests another way to sell

Marilin Pino — Fri, 22 May 2026 13:00:15 +0000

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 rejection of the call: The moment when change seems unnecessary for sales, even if it is required

Marilin Pino — Mon, 13 Apr 2026 13:00:05 +0000

The director and founder of Consultores Neurosales continues his series, providing an organized and useful account of the “sales hero’s journey,” which consists of twelve stages that we have been sharing and publishing monthly. Carlos Rosales is a seasoned coach and mentor focused on modern and productive sales management.

“After the initial call to action, an immediate response is rare. In B2B sales, rejection is the norm. Not a flat-out ‘no,’ but a series of reasonable arguments justifying continued progress, doing the same thing to sell.”

“The market is strange.” “This sector has always been like this.” “My clients don’t need that much analysis.” The salesperson recognizes that something isn’t right, but decides not to make any significant changes. Change involves risk, time, and the possibility of making mistakes. Staying the course is more comfortable and predictable.

“At this stage, the salesperson usually doubles down on their efforts within the same approach. More calls, more emails, more meetings. They adjust their pitch, polish the presentation, and refine the proposal, but without questioning the underlying logic. They don’t ask themselves if they’re solving the right problem, but rather how to better explain what they’re already selling.”

The rejection of the initial call also manifests as skepticism. New methodologies, consultative approaches, or more strategic sales models are perceived as passing fads. “That works in other markets,” “here the client only wants price,” “there’s no time for so much analysis.” Change isn’t completely ruled out, but it’s postponed time and again.

A constant feeling of chasing decisions beyond one’s control

“In B2B, this resistance is often fueled by past experience. The salesperson has been successful before, and that reinforces the idea that they don’t need to transform. The problem is that experience, when not updated, becomes a filter that prevents them from seeing what’s new. Product knowledge is confused with a true understanding of the client.”

This point is especially delicate because it doesn’t seem like a mistake. In fact, many times the results are still there. The cost appears elsewhere: longer sales cycles, greater emotional strain, and a constant feeling of chasing decisions beyond one’s control.

“Rejecting a call isn’t a moral or professional failing. It’s a human reaction. Changing the way you sell involves questioning your own identity and re-evaluating your role: moving beyond simply seeing yourself as a solutions provider and becoming someone who helps people make complex decisions.”

Every story needs this moment. Because only when rejection becomes unbearable does the salesperson begin to seek help, ask new questions, and explore other paths. The journey doesn’t progress until accepting change is less uncomfortable than avoiding it.

Bio of the author of these concepts, Carlos Rosales

(Consultant and 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.

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: David Hahn on Unsplash)

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The ordinary world: when selling becomes automatic

Marilin Pino — Fri, 06 Feb 2026 19:00:03 +0000

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

Consultant and 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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