Articles
Written by Ton Verleg, who developed Selling is Helping.
27 January 2026 · 4 min read
Selling to CEOs — An Untaught Skill
Seven things running through a CEO’s head before you open your mouth, and what each one asks you to do differently.
6 January 2026 · 4 min read
Why “Buying” a Growth Idea Is Harder Than Anyone Admits
Good ideas rarely get rejected. They get paused, then studied, then quietly abandoned. Why that happens.
28 December 2025 · 2 min read
Modern Buyers Will Stop You
Ten reasons a buyer would politely decline your meeting — written from the buyer’s chair, not the seller’s.
16 December 2025 · 3 min read
I Thought the Discovery Went Well. The Buyer Disagreed.
Every question was answered. Nothing went wrong. Two weeks later, nothing had happened either.
17 September 2025 · 3 min read
Stop Selling. Start Helping.
Buyers don’t lack information. They lack clarity on how to move a decision forward — and that is a different job.
25 August 2025 · 5 min read
Your Solution is Not the Insight
A seller with the right answer and the wrong frame. What changed between the first meeting and the second.
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Ton publishes Selling is Helping weekly on LinkedIn, and has written several hundred pieces on the Buyer Perspective blog. Recent editions:
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