You May Not Have a Sales Problem. You May Have a Behaviour Problem. A customer suddenly becomes quiet after hearing the price. The salesperson senses hesitation and starts talking more. They explain the benefits again, defend the price and perhaps offer a discount. It feels like the right thing to do. But what if the customer was not objecting to the price? What if they were thinking about how to explain the purchase to their business partner? What if they were concerned abou

The Salesperson Is Not Disappearing, The Information Broker Is. When knowledge becomes free, soft skills must become decision skills. AI will not make every salesperson extinct. It will expose every salesperson whose value ends at providing information. THE INFORMATION ADVANTAGE Knowledge is becoming the cheapest part of selling For most of my career in sales and business development, knowledge gave a salesperson an advantage. We knew the product, the market, the competitors

Sales in an era where information, comparisons and AI advice are available in seconds By Keith Kooh, Founder of EVOLVAugust 2026 For years, salespeople were taught that product knowledge creates authority. Know more features. Memorise more facts. Answer every objection quickly. Become the person with the information. That advice was built for a world in which information was scarce. Today, a potential client can compare prices, specifications, reviews, alternatives, risks and

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