I’ve noticed a pattern over the last few weeks. Different sales leaders, different businesses. Some new to the role, some leading teams for years. The same handful of small gaps keep coming up. All of them fixable with a habit. Nothing...
If your sales strategy is “send another email”… I’m going to gently (ahem, not so gently) suggest we get a bit more creative. Because the inbox is packed. Everyone’s tired. People are complaining about a ‘tough market’. And those “just...
“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...
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...
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,...
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,...
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...
