Smart growth, in practice.
.
Money in Good Hands: What It Really Takes to Build a Business Doing Good
"Profit is good. I love profit. And money in good hands is very powerful." This has been rattling around in my head since Michelle Sutherland and I spoke recently. This year marks ten years in business for me. Thinking back over the decade has put me on a...
Building Cold Calling Confidence
Is cold calling dead? I get asked this a lot. My answer is always the same. If it ain't coming in, we're going out to get it. Referrals matter. Marketing matters. But if your team is avoiding cold outreach...
Overcoming Objections Without the Ick Factor
How do you overcome an objection without it feeling salesy? That question keeps landing in my inbox. It's coming up in sales training requests. It's coming up in one-on-one coaching sessions, over and over. So today, let's get tactical. Five tips, one framework,...
Is Your Definition of Success Actually Yours?
What does success look like for you? Not the three, five, ten year version. Not even the quarterly targets. I mean today. Right now. In the small moments of your day. Too often we're caught up in somebody else's definition of what success, or what great, looks...
The 6 Emotional States of a Sale
Why do some sales just fall over? Even when everything seemed to be going so well. Here's something I learned about a decade ago that's stuck with me ever since: every buyer moves through six emotional states before they commit. Whether they're buying toilet paper, a...
The Evolution of the Sales Leader Role
We talk about sales leadership a lot. And we should. The leadership directly responsible for driving sales is mission-critical. Without it, targets slip, teams drift, and revenue becomes unpredictable. But here's what I've been sitting with lately. I think the...
Why Your Sales Training Isn’t Working
Your sales training might not be working. And it's probably not the training's fault. Within one hour of any training, we forget up to 50% of what we've learned.Within 24 hours? Up to 70%. That's the forgetting curve. And it's quietly swallowing your training...
Lessons from the Frontline: Building a High-Performing Sales Team
With everything going on right now - AI, economic uncertainty, political noise - the temptation is to move fast and react. But what if the smarter move is to pause? Not check out. Just pause. Get rational. And ask - how does this truly affect my...
3 Levers to Stop Reactive Growth
If a curveball hit your business tomorrow - a market shift, an economic shock, a key person walking out the door - how confident are you that your business has the foundations to ride through it? If there's an ick, or a butt clench moment as you consider this question...