Thoughts on Selling - Value Selling & Sales Leadership Insights

1. Episode · Sep 8, 2026

   Change Management, Selling, Enablement — Who Are We Really Serving? (opens the original)

   Episode notes · Critical tone

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   Tim Ohai thinks change management is a scam. He's got receipts — he used to be the guy they put on stage to sell it. His argument is simple and it stings: change management is written from the organization's point of view, never the individual's. So I stopped him and asked him to swap in two different words. Sales enablement. He didn't hesitate. Same thing. We're just going to shove it onto people and hope they like it. That's the conversation. Three disciplines, one mistake — we keep building f

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2. Episode · Sep 6, 2026

   The Second Meeting, Chapter One: What Max Taught Me About Presence (opens the original)

   Episode notes · Neutral tone

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   A deal stalls. The buyer goes quiet. And the industry has one answer: more. More sequences, more touches, more tooling. Then somebody says the rep needs to want it more. The rep is almost never the problem. In this episode, Lee reads Chapter One of The Second Meeting , the first book in the Acelera Sales Fables. Before the reading, he tells the origin story. Alex Mercer started as Stacy, a brief appearance in a nonfiction manuscript. Following her career from bank teller to VP of Sales selling f

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