---
title: "Don't Be a Boss & the Dialogue Plan – Mika D. Rubanovitsch | Neuvottelija 13"
titleOriginal: "Dialogisuunnitelma etämyynnissä | Mika D Rubanovitsch | Neuvottelija 13"
episodeNumber: "13"
guest: "Mika D. Rubanovitsch"
datePublished: 2020-04-08
duration: "27:56"
youtube: "https://www.youtube.com/watch?v=I6jnlYmBWA4"
captionsVtt: https://www.neuvottelija.com/podcast/episodes/ep13-ala-ole-pomo-dialogisuunnitelma-mika-d-rubanovits/captions.en.vtt
captionsSrt: https://www.neuvottelija.com/podcast/episodes/ep13-ala-ole-pomo-dialogisuunnitelma-mika-d-rubanovits/captions.en.srt
originalLanguage: "fi"
topics: ["negotiation"]
subtitleMethod: "none"
provenance: "Owner page assembled from YouTube metadata, the neuvottelija.fi episode record and the published Neuvottelija AI edition summary. No transcript imported."
fiCanonical: "https://www.neuvottelija.fi/fi/episodes/19-dialogisuunnitelma-etamyynnissa-mika-d-rubanovitsch-neuvotte"
canonical: https://www.neuvottelija.com/podcast/episodes/ep13-ala-ole-pomo-dialogisuunnitelma-mika-d-rubanovits/
---
# Don't Be a Boss & the Dialogue Plan – Mika D. Rubanovitsch | Neuvottelija 13

## Summary

Sales expert Mika D. Rubanovitsch explains how B2B selling shifts to the remote era: what the dialogue plan is and why the game is decided long before the negotiation table, why you should 'hook' the customer with references before the first 15-minute connect call, how sales meetings are staggered into a 15- and 45-minute rhythm, why a virtual negotiation never opens with a company presentation, what insight-led selling and the four-quadrant model mean, and why expanding the participant group decides the close. Featuring the book Don't Be a Boss, self-direction, and remote leadership.

## Watch

The recording lives on the Neuvottelija channel: [Dialogisuunnitelma etämyynnissä | Mika D Rubanovitsch | Neuvottelija 13](https://www.youtube.com/watch?v=I6jnlYmBWA4).
A Finnish edition of this episode is published at [www.neuvottelija.fi](https://www.neuvottelija.fi/fi/episodes/19-dialogisuunnitelma-etamyynnissa-mika-d-rubanovitsch-neuvotte).

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Cite as: Sami Miettinen, Neuvottelija — Don't Be a Boss & the Dialogue Plan – Mika D. Rubanovitsch | Neuvottelija 13, https://www.neuvottelija.com/podcast/episodes/ep13-ala-ole-pomo-dialogisuunnitelma-mika-d-rubanovits/, 2020-04-08. For quotes include episode 13 and timestamp.