Posts in Sales

The Hidden Cost of Selling Without Discovery

Joseph Griffiths -
Oct 21
Skipping discovery isn’t efficiency — it’s laziness disguised as speed. When we sell […]
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The Power of Persuasion That Comes from Trust

Joseph Griffiths -
Oct 13
Real persuasion doesn’t start with data — it starts with trust. A simple […]
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A Story and a Spreadsheet

Joseph Griffiths -
Oct 9
A CFO once told me that every investment decision comes down to two […]
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Why We Engineer the Wrong Problem

Joseph Griffiths -
Oct 9
Ever design a perfect solution to a problem that didn’t matter? I once […]
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Why Most Sales Presentations Fail in the First 20 Minutes

Joseph Griffiths -
Oct 7
Most sales decks are built backwards. We spend the first 20 minutes on […]
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The Illusion of Multitasking

Joseph Griffiths -
Oct 7
We live in a world that rewards motion — not focus. But the science […]
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The Story We Tell Ourselves

Joseph Griffiths -
Oct 7
We all carry stories that quietly shape how we work, sell, and lead. […]
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Persuasion Through Analogy Framing

Joseph Griffiths -
Oct 3
Learn how analogy framing helps uncover latent pain points, build trust, and persuade […]
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Being Wrong to be Right

Joseph Griffiths -
Oct 3
In sales, the path to the right answer often starts with a wrong […]
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Adapting Communication Styles to Build Trust

Joseph Griffiths -
Oct 1
In sales, how you say something matters as much as what you say. […]
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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.