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Why the Paper Process Deserves Your Attention Earlier
In today’s selling environment, deals are scrutinized more heavily than ever. Procurement and legal teams are involved earlier, reviews take longer, and internal approvals are tighter. That makes the Paper Process a frontline selling issue — not a backend task. Sellers who wait until the end to understand paperwork…
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Successes to kick-off 2026
Ending M1 of 2026, most reps should have a solid idea of what aspects of their 2026 GTM have been successful so far, what needed tweaking, and what got thrown out altogether. I know by the end of my M1, I’ve usually rewritten a few emails 2-3 times to try to fit the needs of personas better, tweaked my pitch to keep it…
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Creating a sales cadence as a new rep in an established terriroty
Hello Everyone, I'm 5 months into my second career. I'm a retired detective now solving public safety training solutions in my 7 state territory. I'm trying to create a daily prospecting cadence with the help of A.I. My company has not purchased any "lists" of public safety departments but I also know there are no "hidden"…
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The Pre-Call Is Where the Call Is Won or Lost
For a long time, I thought my job started when the meeting started. Show up prepared. Know the product. Answer questions. Run a clean demo. What I’ve learned—sometimes the hard way—is that the real work happens before the call ever begins. The pre-call is where alignment is built, mistakes are avoided, and trust with the…
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Decision Process Is How You Protect Your Time
In today’s selling environment, time is your most limited resource. Deals that lack a clear Decision Process drain pipeline, forecasting accuracy, and mental energy. If you don’t know how a deal gets done, you don’t know if it deserves your focus. Strong sellers use the Decision Process as a qualification tool. They ask…
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Discipline Beats Heroics
In today’s environment, closing is rarely clean. Deals face more scrutiny, approvals take longer, and competitive threats appear late. Sellers who rely on end-of-quarter heroics are often the ones surprised by slips. Strong closing strategies today are scenario-based. Sellers anticipate obstacles, align internal resources…
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Making sure I give the client what they asked for.
For a long time, I thought I was good at running calls. I had an agenda. I covered my talking points. I advanced the deal. And on paper, things were moving. But lately, I’ve realized something uncomfortable: it’s incredibly easy to leave a call feeling successful without ever confirming whether the prospect got what they…
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Communicating With Intention During Demos
Over the last few months, I’ve been taking a hard look at how I run demos. Not because something was “broken,” but because I realized something uncomfortable: it’s incredibly easy to show a lot of impressive things and still miss the mark with a customer. I’ve seen it in my own demos and in coaching others. We move…
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The Courage to Ask Up
Deals are more complex, budgets are tighter, and cycles are longer. That means you can’t afford to stay low in an account. To change deal momentum, you need to work higher and create urgency with people who actually have the authority to prioritize your solution. It takes courage, but the payoff is worth it. Three things…
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Treat SKO Like a Strategic Reset, Not a Pep Rally
In today’s selling environment, SKO isn’t just a kickoff — it’s a strategic reset. Buying cycles are longer, scrutiny is higher, and sellers can’t afford to leave value on the table by showing up unprepared. The sellers who benefit most from SKO already know where they’re stuck. They arrive with questions about territory,…
