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....
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...
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...
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...
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...
