Blog

Discovery Fatigue and the Shift to Insight Selling

Joseph Griffiths -
Nov 17
Learn how to overcome discovery fatigue in sales by moving to insight selling. […]
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Why Deliver Bad News Quickly (And How It Builds Trust)

Joseph Griffiths -
Nov 17
Delivering bad news doesn’t kill deals—surprises do. Learn why technical sellers build more […]
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The Bit Parts We Play

Joseph Griffiths -
Nov 17
A reflective look at how everyday moments and small roles shape our lives, […]
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ROI Is a Shared Lie

Joseph Griffiths -
Nov 12
ROI isn’t about perfect math—it’s about shared belief. Learn why accuracy matters less […]
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The Problem with Fishing

Joseph Griffiths -
Nov 11
Too many sales demos are feature-fishing expeditions that miss the real opportunity: understanding […]
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The Trust-Building Power of Answering with a Question

Joseph Griffiths -
Nov 5
Discover how answering a customer's question with a thoughtful follow-up builds trust, deepens […]
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Discovering Intrinsic Motivation

Joseph Griffiths -
Nov 4
Learn how to rediscover intrinsic motivation by aligning daily actions with core values […]
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Making Learning Stick When We Return to Work

Joseph Griffiths -
Oct 30
Learn how consistency, leadership modeling, and peer accountability transform training from a one-time […]
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Becoming a dopamine dealer in your presentations

Joseph Griffiths -
Oct 29
Discover how to use neuroscience and storytelling to capture attention in sales presentations. […]
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The Psychology & Neuroscience Behind Storytelling

Joseph Griffiths -
Oct 27
A few years ago, I was leading a technical briefing when the CEO […]
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About Author

Joseph Griffiths is a Presales Educator and Coach dedicated to helping solution engineers, technical sellers, and sales leaders achieve greater success.

My career spans enterprise technology sales, solution architecture, and leadership roles where I built and implemented complex cloud and data center solutions. Along the way, I earned elite certifications such as VMware VCDX-DCV and VCDX-CMA, which give me the technical depth to match my business expertise. This combination of skills allows me to coach sales professionals on not just the how of technology, but more importantly the why — what truly matters to customers and drives business impact.

Through my technical sales coaching and presales training programs, I focus on building confidence, sharpening customer discovery, and creating measurable business value in every conversation. I help sales teams and individual contributors uncover customer priorities, frame solutions effectively, and communicate with impact. My approach blends proven frameworks with real-world experience to equip sellers to move deals forward faster and build stronger customer trust.