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Carefrontation Workshops: How to Handle the Follow-Up
We’ve talked a lot about running Carefrontation workshops and how to make them engaging, valuable, and actionable. But here’s the truth: the workshop itself is only half the battle. What really matters is what happens after. If the insights, exercises, and action plans end the moment the session closes, you’ll see little…
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Protecting Quota During the Holidays
The holiday season often means fewer selling days, more out-of-office replies, and a harder push to hit year-end numbers. In today’s environment, where cycles are already longer, waiting until December to realize this is too late. The smartest sellers are building their holiday game plan now. Three things you can do today:…
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What is the best way to break into the BDR/SDR remote tech industry?
Hi Everyone! My name is Kali and I am a speech-therapist and self-employed artist. I have a great set of transferable skills that pair really well with BDR/SDR positions. Based on your experience, what is the best way to break into the industry?
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Entering calls with a clear objective
One theme I’ve been noticing more and more in coaching sessions is the lack of purpose on sales calls. At first, it seems like a simple concept: if a prospect is willing to talk, that’s a win, right? But the more calls I’ve sat in on—and the more deals I’ve run myself—the more I’ve realized that too many sellers are…
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Improving Prioritization
One of the challenges I’ve been wrestling with recently is how to get better at prioritization. Like many of you, I have a full plate: supporting my team, engaging with customers, partnering with cross-functional leaders, and contributing to long-term strategy. It’s easy to fall into the trap of trying to do everything,…
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Using Enablement Tools as a Competitive Edge
In this environment of longer buying cycles and larger committees, sales feels tougher than ever. One way to get an edge? Actually use the tools your enablement team has created. They’re designed to shorten your path to value. Many reps skip over enablement tools because they think they don’t have time to “learn another…
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How Carefrontation Levels Up Your Sales Skills
When most people hear the word Carefrontation, they immediately think about internal team dynamics: handling tough conversations with colleagues, giving feedback to a manager, or surfacing challenges with cross-functional partners. And while that’s true—Carefrontation is critical inside your company—what often gets…
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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…
