Leadership & Coaching

With the name “Sales Introverts,” you’d think I would have addressed introversion in sales by now. Better late than never,...

This week we will look at the criteria I use to evaluate career opportunities. While I will share my current...

I’ve never seen a rep miss an annual quota when they consistently applied this framework....

This week we are examining how I screwed up a winnable deal so you can learn from my pain and...

This week I’m sharing how I help new AEs hit the ground running. Here are the three coaching sessions I...

Early in my career as an AE, I frequently lost sleep as I stressed about key deals. Early in my...

In today’s newsletter, we are going to go a bit deeper into this recent LinkedIn post: I’m frequently asked, “what...

If you frequently lose deals early in the process, you need to better motivate your buyer. If your deals fizzle...

This week we are going to take a deeper look at my favorite metric: next quarter’s weighted pipeline. Weighted pipeline...

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