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The Last Meeting Should Be a Formality. It's Almost Never a Formality.
The last meeting should be a formality. It almost never is. A founder's diary on the cruelest stage of any deal — the price you'd settled comes roaring back, and a stranger who was never on a single call appears to blow the whole thing up. Why it happens, and what a decade of closing taught me to do.
Jens Koester
3 days ago6 min read
AI Is the Best Prep Cook You'll Ever Hire. Here's How I Use It Every Day in Sales.
AI won't close your deals — but it's the best prep cook you'll ever hire. The concrete, daily ways a sales consultant actually uses AI: the 90-second prospect dossier, the objection sparring partner, the follow-up factory, the strategist on retainer.
Jens Koester
Jun 145 min read
Your B2B and B2C Startups Need Almost Opposite Sales Strategies. Here's How to Pick Yours.
Every "B2B vs B2C" article explains what the words mean. The real question is which strategy to actually run — and what to do when you're somehow both. A sales consultant's straight answer for 2026.
Jens Koester
Jun 76 min read
The Best Sales Lessons I Ever Learned Came from a Bakery, a DJ Booth, and a Soccer Pitch
The best sales lessons I've ever learned came from a Berlin baker, a DJ, a line cook, a soccer coach, and a bartender — not from a single sales book. A field guide to the sales wisdom hiding in everyday craft, plus some life advice for founders who are running on fumes.
Jens Koester
May 317 min read
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