My Latest Blog Posts

Not every internal supporter is a real champion. The wrong person can stall your deal — no matter how enthusiastic they sound.

Your CRM shows you numbers. But it doesn’t show you why you’re missing your target.

Enablement "Theatre" vs Effective Coaching Free Sales Enablement Checklist Template Gap to close this quarter = ______ 3 failing...

Many assume you need to be an extrovert to excel in sales. Yet the best “quiet closers” are methodical, self-aware, and leverage systems...

Most deals don't die with a “no.” Most just vanish into thin air. You thought you had a champion. They helped you understand and navigate the business. The demo went well. Their problem was clear. But then momentum faded, emails went unanswered, and the deal slipped into silence.

Most B2B sales teams are using outdated, oversimplified qualification frameworks that miss what actually matters.

Ten years ago, I lost the same deal. Twice. Just think about that for a minute. How many seasoned sales leaders can say they lost the same deal twice?

Buyers are already making informed decisions before you or your sellers even engage with them. This means trust, credibility, and relevance must be built through your outreach and "informing" activity. However, AI generated content will kill that trust and credibility instantly. Your B2B sales content screams AI and your buyers know it.

The Hidden Cost of Closing: Why Sales and Mental Health Must Be in the Same Conversation

Ever had a deal ‘disappear’ after a great conversation?