Two More Vanity Metrics I Hate
Vanity metrics are everywhere—hours on the phone, miles driven, demo slide counts—but are they creating wins? (Hint: nope.)
Beware of This Vanity Metric
Is your team chasing arbitrary pipeline goals just because it “sounds good”? If your numbers aren’t backed by real sales math, you’re creating frustration and failure for your reps.
Having Deeper Client Conversations
What’s the secret to standing out in a crowded market? It’s not your product. It’s showing your customers that you care about *their* goals and challenges beyond the sale.
Player-Coaches Don't Work
When you turn your sales managers into player-coaches, two things happen: mediocre sales leadership and frustrated reps. Here's why...
How to Uncover the Hidden Value
You’re either a strategic partner or just another line item in your customer’s budget. Want to earn insider status? This video gives you the blueprint.
3 Ways Out of a Sales Slump
When you hit a slump, it’s hard to stay positive. But here’s the truth: action beats hesitation every time.
Ask Yourself: Who Cares?
You can’t force urgency. But someone in your prospect’s organization stands to gain—or lose—the most if your solution isn’t implemented.
Why You Can't Let Go of a Lost Cause
Hanging on to dead deals in your pipeline? It’s costing you big time.
When to Give Up on a Deal
You know that deal in your pipeline that’s been dragging on and on... It’s time to be honest: Is this prospect worth it?
Use Your Summertime Profitably
Stop using summer as an excuse and start using it as an advantage. When the sun’s out, the smart reps are laying the groundwork for their next big wins.
My Top Tips - Asking for the Close
Let’s face it: Asking for the business can be terrifying for many sales reps. But here’s a game-changing approach: Start closing early...
My Top Tips - Getting Your Call Returned
Tired of your voicemails being ignored, then this video is for you. Learn a simple yet effective technique to dramatically boost the number of return calls from prospects.
My Top Tips - Presenting Value
My three top tips of the last year... Tired of pitches falling flat? Stop selling the 'what' and start selling the 'why'. Watch this video to master turning product features into client wins.
Don't be Afraid to Admit This
Ever feel the pressure to be the expert on everything? Here’s the truth: customers don’t buy from know-it-alls. They buy from people they trust.
How to Reduce Your Customer Churn
Cross-selling isn’t just about boosting revenue—it’s the retention strategy you didn’t know you needed. Here's how to make it happen.
You Need to Ask This
Growing your sales starts with asking for the sale. Sounds easy, right? Yet most sellers avoid the conversation altogether.
It's Not Your CRM - It's You
Let’s stop pretending CRM data isn’t useful. Let's break down why bad data isn’t the real problem and talk about how to use your CRM for deliberate, profitable success.
Do This Before Every Meeting
Pros don’t gamble, they strategize—and yet so many sales calls fail because there’s no real prep. Here's exactly how to prep.
How to be Indispensable
Retention drives growth—it’s that simple. But here’s the catch: your customers won’t stick around unless they see the value you bring.
Sharing is Caring - Profitably!
Think back to your last sales kickoff. The speakers, the training—good stuff, right? But the game-changer? It’s the chatter among colleagues.