Best Of
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I’m doubling down on focus and purpose for my team
One of the biggest lessons I’ve learned leading sales engineering teams is that progress doesn’t happen by accident. Momentum is built call by call, meeting by meeting, and decision by decision. But …1 -
Wrapping Up Carefrontation: My Top 10 Moments, Starting with #10
Over the past few months, we’ve dug deep into the concept of Carefrontation: How to give and receive feedback in a way that balances honesty with genuine care. We’ve explored everything from running …1 -
Re: Carefrontation Workshops: How to Handle the Follow-Up
I've really enjoyed this series so far, John!2 -
Re: Protecting Quota During the Holidays
This is a really great point! Need to start thinking about holidays long before!2 -
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 Decemb…2 -
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 matte…2 -
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, wh…2 -
Re: What is the best way to break into the BDR/SDR remote tech industry?
Hi Kali! There are a lot of great things to do, but I would contact some people on LinkedIn that have the job title and see how they did it. Good luck!1 -
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?…1
