by George Pastidis
Every time I sell or deliver a project to a large and complex organization, every single time, I remember Mathew Dixon and Brent Adamson in their brilliant book The Challenger Customer, saying how much more difficult is to get the common consensus than the individuals’ yeses in B2B sales read more…
by George Pastidis
A week ago, I watched the interesting, based on a true story, Italian film “La vita, va cosi”. It’s about an old man in Sardinia who managed to block for like 20 years the development plans of a real estate giant corporation with intelligent and highly educated executives who flanked their Negotiations 101 class read more…
by George Pastidis
I was preparing for a persuasion workshop and I stumbled on a good old movie. One of my favorites. 12 Angry Men of Sidney Lumet. Henry Fonda, the main actor, plays an ethical and responsible jury who does his best to prevent a miscarriage of justice, trying to persuade the other 11 juries to reconsider evidence and their initial vote for “guilty” read more…
by George Pastidis
Today’s sales professionals have more opportunities than ever to expand their influence beyond their day jobs. Coaching, consulting, teaching, speaking at conferences, building a social media presence, leading communities, participating in professional associations — these can all be creative and self-fulfilling activities. The problem begins when these side activities gradually stop being complementary and start becoming the main thing. When the balance is off read more…
by George Pastidis
We go through the exciting days of World Cup 2026 and we are just before the two semis. Coaches do face a bunch of challenges and dilemmas before their big matches and one key question they are called to answer is whether they will stick with consistency or embrace adaptability; whether choose to play their favorite football style, counting on their winning behaviors or to prioritize counter-tactics to their opponent instead. Usually, the super strong and confident teams go for consistency while the weaker ones choose to adapt and tailor their approach, depending on the opponent they face read more…
by George Pastidis
I was on the ferry coming back from an island, I spent Easter holidays at. I was reading a crime novel on my Kindle and I had my headset on listening to music, isolating myself from the loud crowd next to me. My wife asked me something and removing my headset for a moment, I overheard two young guys dropping names of big companies. That got my attention and I must admit and I turned off the headset for few minutes read more…
“Absolute truth” and “absolute lie” are best friends
by George Pastidis
Last evening, I had the luck to attend a dinner where keynote speaker was the Greek-French prominent academic and Byzantinologist Dr Helene Glykatzi Arweiler who was the first woman Principal of the University of Paris 1 Panthéon-Sorbonne. Later she was named Dean of the Academy of Paris and Chancellor of the Universities of Paris. An amazing woman. An amazing woman that despite her 90 years, she stays sharp, inspiring, fascinating and eager to share her remarkable lifetime experiences read more…
by George Pastidis
When we want to build muscles, we hit the gym. Just as we exercise to build our peck or back muscles, we need to exercise to build our reading muscle. Just as when we quit the gym for some time, it takes a big effort to come back in shape and we usually end up with sore muscles the very first days, we struggle getting back in a reading routine if we stay away for long read more…
by George Pastidis
Few days back, I had the opportunity to moderate ‘Sales in Action’, a major sales conference in Athens. I adored every single moment of it and I came up with a ton of learnings. I left with significant insights through sometimes positive and successful experiences and sometimes the hard way read more…
by George Pastidis
Early morning yesterday, I went to a little port only a mile from my home to buy fish straight from the fishing boats. This is something I used to do regularly before but I haven’t done at all more than ten years. I randomly picked a fishing boat which had seabreams and the story of some great customer experience kicked in read more…
