State of Sales in 2026 [Part 2]

The fundamentals of selling haven't changed. Most people just haven't learned them yet.

In Part 2 of this two-part conversation, James Bissell and John Hammond pick up where they left off and get into the mechanics - why the work is in the middle of the sales process, not at the end; why your proposal is probably the most expensive document you produce, and why stopping emailing had a material impact on discount rates almost immediately.