Case Studies - Business Storytelling

AI Challenge: One Question That Can Shorten Any Sales Cycle

by Ed Bilat | Sep 7, 2025 | AI Challenge, AI in Sales, Case Studies, Sales

Gartner found that 77% of buyers say sellers don’t understand their real needs. That’s why sales cycles drag on. Not because the product is wrong — but because the questions are. This Week’s Focus: Using AI to design discovery questions...

AI Challenge AI + Negotiation Anchors: Win Before the First Number Hits the Table

by Ed Bilat | Aug 10, 2025 | AI Challenge, Case Studies, Negotiation, Objection Handling, Sales

Here’s the trap most sellers fall into: They let the other side set the first number. And once that number is out there… you’re negotiating uphill. This Week’s Focus: Using AI to master Negotiation Anchors — the psychological tactic that...

My crazy backstory….

by Ed Bilat | Sep 23, 2022 | Case Studies, Sales, Storytelling for Leaders, Storytelling Skills

🚀 Many years ago, when I came to America, I had $5 in my pocket and no sales experience… Long story short – I managed to build myself up and even met an amazing Ukrainian girl who eventually became my...

We lost a major deal…

by Ed Bilat | Jan 12, 2022 | Case Studies, Negotiation, Sales, Storytelling for Leaders

Happy New Year 2022! We lost a major deal last week…It seemed like it couldn’t go wrong – it was a warm LinkedIn referral. They asked for a fully customized sales training program for their US and UK teams- we...