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Helping My Team Navigate Higher-Level Stakeholders
One of the most significant shifts I’ve noticed in the sales landscape recently is the growing number of board-level stakeholders involved in the buying process. A few years ago, many deals could be influenced primarily by directors, VPs, or department leads. Today, especially in larger or more strategic deals, it’s…
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Why Managers Need to Revisit Feedback Motions—Even When Things Feel Great
When things are going well on your team, it’s tempting to let feedback habits run on autopilot. Deals are closing, morale feels high, meetings seem productive. You may look around and think, “Why mess with something that’s working?” But here’s the truth: the best time to revisit your feedback motions isn’t when something…
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Strategic Manager Involvement for Tough Deals
In today’s environment, deals are harder, buying groups are larger, and scrutiny is higher. That means your ability to bring in your manager at the right time can be a competitive advantage. Customers don’t just want to hear from you—they want proof your whole company is behind the partnership. Manager involvement shows…
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Outside-In Selling: Earn the Right to Be Heard
Too often, I see sellers jump into solution mode before they’ve earned the right to be heard. If you want to build real trust and drive meaningful conversations, start with an “outside-in” mindset, make it about them first. Their business, their challenges, their language. You earn the right to share your solution by…
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Carefrontation and Collaboration: Unlocking Team Success Across the Organization
One of the most common themes I hear in conversations with sales teams is that collaboration—real, productive collaboration—doesn’t happen nearly as often as it should. Marketing builds resources sales doesn’t use. Product rolls out features that don’t get communicated clearly to customers. Operations creates processes…
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Partnering with Enablement: How Feedback Turns Resources Into Game-Changers
One thing I’ve been reflecting on lately is how much better our sales process becomes when we treat enablement as true partners, not just a team that “hands us stuff.” Too often, salespeople see enablement as a resource factory: they give us decks, playbooks, or tools, and we either use them as-is or let them collect…
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Spot and Support Talent Before You Lose It
This is more for managers, but might be helpful if you're in an IC role. It's important to remember that you own your career and can speak up. Taking proactive steps can only help you! Like everyone, I've had my share of discussions about turnover. In many cases, it’s not about comp packages or titles. It’s about something…
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Elevating Above the Noise
In today’s market, your buyer is likely evaluating more vendors than ever — and doing it faster. To win, you must go beyond features and pricing, showing you understand their business context better than anyone else. Why this matters: Buyers choose the seller who “gets them” over the seller with just a better spec sheet.…
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How to Capture Meaningful Feedback After a Session or Meeting
Meetings, workshops, and sessions are only as valuable as the outcomes they drive—and the learning they inspire. Too often, though, we treat meetings as “done” once the calendar notification disappears. That means we miss out on rich opportunities to improve the way we run them. The truth is, better meetings don’t happen…
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In Today’s Market, Knowing Your Competitor Is Half the Battle
Deals are harder to win right now because buyers are more cautious and competitors are hungrier. That’s why knowing your competition isn’t optional—it’s deal insurance. One practical way to stay sharp: Set up a Google Alert for your top 3 competitors. You’ll automatically get updates on new press releases, funding news, or…
