“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...
