About Nathanael Arney
Sales practitioner, educator, and author.
Nathanael brings the experience of selling, the discipline of teaching, and research on trust into one practical view of sales development.
The perspective behind the book
A framework tested against real conversations.
Before teaching sales, Nathanael worked in B2B selling across prospecting, relationship building, presentations, negotiation, closing, and account management. That experience shapes his attention to what salespeople actually do at each stage.
He is a professor at the University of the Fraser Valley and a lecturer at UBC Sauder School of Business, where he teaches MBA students. His research examines trust and expertise in buyer–seller relationships.
The Seven Steps of Selling brings those perspectives together in a complete, accessible method for understanding and improving the sale.
The teaching philosophy
Understand the audience.
Make it relevant.
Engage and involve.
The same principles that build strong buyer relationships also shape Nathanael’s approach to teaching: empathy, understanding, and trust. He starts by understanding the needs, experience, and challenges of his audience, then adapts the Seven Steps of Selling to their real-world context. The goal is not simply to teach a sales framework, but to make it practical, relevant, and immediately useful.