Smart growth, in practice.

We made it! We’re halfway through the last calendar quarter of 2025. For many, this is the time to double down, drive hard, push through to hit those targets. It’s the run home to Christmas and every bit of activity counts.   I’ve led sales teams for over 20 years, so...

It’s almost the first week of November – which means it’s officially “that” time of year.  The pace starts picking up. The finish line’s in sight. Everyone’s talking about “just getting through to Christmas.”  But before you get swept into the chaos, let me ask you...

Let’s be honest – 2025 has thrown plenty at business leaders already.   Between economic uncertainty, shifting buyer behaviour, and the never-ending debate about AI, it’s no wonder many sales teams are in a state of constant reaction.  And all these distractions are...

I recently called a restaurant to find out if it was dog friendly so I could bring my old boy, Eddie, along.  But it wasn’t a human who answered. It was Sadie, the “AI receptionist.” Now typically this is where I’d roll my eyes at the impersonal touch and robotic...

Sustainable sales growth isn’t always about how many calls your team makes or how polished their pitch is. It’s also a reflection of the environment you create, and the way you lead within it.  Pondering on this got me thinking about what it really takes to shift a...

Let’s call it as it is.  The past few years have tested even the most seasoned businesses.  Whether you’ve been riding a wave of growth and trying to hold on with both hands, or you’ve felt that familiar sting of scarcity creeping in.  Regardless of where you sit,...

Let’s talk about what no one’s admitting out loud. You’re chasing leads, running meetings, reporting numbers, and still somehow feel behind. Your team’s busy - your calendar’s full but … the progress? Patchy. Unpredictable. Reactive. Sound familiar? You’re not alone....

Even with the slickest sales training, state-of-the-art CRM or the best sales playbook, deals stall if your team doesn’t know how to steer the conversation. What I see time and time again is this: Sales teams defaulting to order-taking Hesitant reps waiting for “ready...

Let’s talk about a big missed opportunity I’m seeing in sales teams right now. It’s not a lack of leads.It’s not the marketing.It’s not even that you need a flashier tech stack. It’s this: There’s no clear and consistent nurture strategy. Yep, the magic of repeat...