Most sales managers got promoted because they were great salespeople — and then nobody taught them how to actually manage. Being 150% of quota for five years doesn't mean you understand why someone else can't get there, and that gap is where teams fall apart. As goes the manager, so goes the team —…
Sales management sits at the most leveraged point in any revenue organization — and it's where the most damage gets done. The job isn't running forecast calls, demanding more activity, or asking why the deal slipped. The job is developing people. That means coaching through questions, not instructi…
Sales enablement is the discipline of changing seller behavior to drive revenue, not just providing tools or content; it's a strategic function that aligns the entire revenue engine (people, process, content, tech) to help reps create new value, guide buyers through discovery, and build lasting cus…
Leadership in practice as enabling change through collaboration, focusing on the "people" component of organizational systems, encouraging curiosity and learning, and driving results by aligning teams and technology for shared goals, not just titles. Leadership means fostering a culture where every…
Autonomy in Sales: Agentic AI functions as a tireless, top-performing salesperson, available 24/7, unlike human agents with natural breaks and fatigue. Peak Performance: It offers the "fully caffeinated self" of a top agent consistently, ensuring high quality on every interaction. Continuous Impr…
Selling isn't about pitches, demos, or closing tricks. It's about curiosity, listening, and helping another human being solve a problem. Selling fundamentals are the core skills and mindsets that make everything else work — discovery that's co-creation instead of interrogation, the ability to stay …
Customers can smell a script from a mile away. They know when you're fishing for answers, when you're projecting your own assumptions, and when you're telling them what you think they want to hear instead of what they need to hear. Authenticity in selling means showing up as a real human being — sh…
Gut instinct is great until it's wrong. The best salespeople and sales leaders back up their intuition with data — not vanity metrics and trailing indicators, but the numbers that actually tell you what's working, what's broken, and where the opportunity is hiding. Analytics in selling means unders…
The best sales conversations never go according to plan — and that's the point. Improv isn't about being funny. It's about being present, saying "yes, and" instead of "sorry, I can't help you," and going where the customer needs to go instead of dragging them back to your script. When the customer …