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We’re getting close to the top of the list now. At number 3, we talked about how Carefrontation shapes your reputation as much as your results. For number 2, I want to highlight something that doesn’t always get enough attention in sales: the role of emotion in feedback. #2: Carefrontation Isn’t About Hiding Emotion—It’s…
Buyers today come in with shields raised. They’re stretched thin, overwhelmed by vendor noise, and constantly measuring whether a conversation will be worth their time. That’s fertile ground for Seller Deficit Disorder and a tough setting for a seller who isn’t prepared. In this environment, the path forward is simple:…
Starting a new role is one of the most energizing and disorienting experiences you can have in your career. You walk in with a fresh title, fresh expectations, and a fresh chance to redefine how you show up. But you also walk into a maze of unfamiliar processes, new teammates, shifting priorities, and the unspoken dynamics…
Between holiday travel, out-of-office messages, and end-of-year pressure, it’s tempting to go into autopilot. But the reps who win early in the new year are the ones who use December wisely. A solid account review isn’t about paperwork — it’s about clarity. Now’s the time to assess which accounts are truly ready to grow,…
At number 4, we explored how clarity is a form of kindness, and vagueness only holds people back. Now, let’s move into number 3, where the conversation gets a little bigger than just one-on-one interactions. This moment stood out to me because it connects Carefrontation to something most salespeople underestimate: your…
It’s that time of year again — the stretch between October and the end of the year where everything seems to speed up and slow down at the same time. Customers are busy, internal teams are distracted, and everyone’s juggling end-of-year goals with personal holiday plans. If you’re in sales, you know this season can be…
Do any fellow salespeople here work in EdTech? I'd love to create a space to collaborate/commiserate. It feels like our sector is unique, but I don't know if every vertical feels that way.
The modern discovery call isn’t an hour-long exploration anymore. Buyers come with information, and time is short. You need to maximize the impact of every minute you get. Discovery today is about earning the right to go deeper. If your prospect doesn’t see value fast, you won’t get another meeting. That means your…
One thing I’ve noticed lately in coaching my team is how easy it is to lose sight of why a customer came to us in the first place. Every deal starts with a reason. A problem. A goal. A frustration. A gap. Something wasn’t working, and they came to us to help fix it. But as the sales process unfolds, things get messy. New…
At number 5, we talked about silence and how it can trick us into thinking we’ve reached agreement when really, we’ve just reached the end of someone’s willingness to speak. For number 4, we’re moving into a tougher but vital truth about Carefrontation: it takes courage to be clear. #4: Clarity Is Kindness, Vagueness Is…
FM Tech: Knowledge & Support Center This new technology support center is part of our ongoing effort to streamline access to helpful content and improve your experience. This site offers an organized layout, quick search, and easy navigation—so you can find what you need, when you need it. Within the Knowledge & Support…
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