It’s Q4. The number is looming. If you’re a sales leader or professional, you're not just feeling the pressure—you're living it. And this pressure is the very thing that can make or break your team’s integrity, long-term reputation, and future...
If you sell long enough, you’ll hit this wall: you’re working with a smart, engaged contact… but the deal stalls. Not because they don’t like you or the solution—because they’re not the person who can say yes.
You’ve done everything right.You’ve defined the role for success, used data and metrics to make objective hiring decisions, and even built an onboarding program focused on your buyer—micro-chunked so new reps can easily learn and apply it.
What if the missing ingredient in sales enablement isn’t a tool—but balance? I recently sat down with my friend and longtime enablement leader, Roderick Jefferson—author of Sales Enablement 3.0 and the forthcoming Stroke of Success.
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Did you know the first week of August is officially Simplify Your Life Week? This year, it runs from August 4–10, which is basically your annual permission slip to clear the clutter—physical, mental, and emotional.
When a company announces a merger or acquisition, most leaders turn their attention to strategy, systems, and spreadsheets. But, what gets overlooked—over and over again—is the people side of the deal, especially for salespeople.
I'm sitting in my office, trying to refill my new fountain pen.Ink everywhere. Fingers stained. It wasn't going well.But it reminded me of something I see way too often in sales: We're obsessed with upgrading tools…
Yet, we overlook the thing that...
It's all about behavioral change. For me, anyway. After my conversation with Jennifer Fondrevay, for her, too. We found that we had a lot in common because we were both focused on how to change behaviors in ourselves and encourage them in others.
You might not expect to read the word meditation 11 times in a book about sales. But in my book, Buyer First: Grow Your Business with Collaborative Selling, that's precisely what you'll find.
Hiring the right salespeople isn't just another box to check—it's the backbone of your business growth. But you're not alone if you've ever felt frustrated by underperforming hires or a drawn-out hiring process.
