Perhaps the most important questions in any enterprise sales campaign.  Early in my career I learned the hard way the cost of getting this question wrong. I was running a…

In sales we spend a lot of time talking about value. And fair enough. A clear value proposition is how you get attention, build interest and move a deal forward.…

There’s been a run of articles lately warning that AI is dulling our critical thinking skills (I've included a few linked below). Formal studies are starting to back that up.…

Throughout my career, I’ve had the pleasure of working with some amazing evangelists — charismatic, passionate people who could move hearts and minds. Founders, product leads, industry marketers, even solution…

I came across a recent 𝗙𝗼𝗿𝗯𝗲𝘀 article on forecasting accuracy that really resonated. It described forecasting as one of the toughest, most persistent hurdles in sales — something that technology…

Sales forecasting is most typically seen as the domain of sales leadership, rather than individual contributors. But I think that's a missed opportunity. In fact, my experience has shown that…

Last week’s post is focused on how sales leaders can create an optimal deal review process for their team.  This post focuses on how individual sellers can maximise the value…

Last week I wrote a “what not to do” post about reviewing sales opportunities. Now you know what bad looks like, I wanted to share some of my tips for…

Sales as a profession has always had its share of stress. In the early days of my career, the activity that caused stress levels to redline for most sellers was…