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What Happens When You Lose Your WHY in Sales?
There’s a point in sales where the work starts feeling heavier than it used to. The calls take more energy.The…
Why Great Sales Leaders Stop Trying to “Motivate” Their Teams
Most sales leaders have said some version of this: “My team just isn’t motivated right now.” Usually what they really…
Is AI Making Salespeople Less Curious?
I’ve been thinking a lot about AI lately. Partially because I enjoy writing, although it is time consuming! Which made…
BINGO – it’s time to play!
While recording The Learn-It-All™ podcast with Damon Lembi last week, I mentioned frustration BINGO and realized that I have both…
You Knew What to Say. Then You Didn’t
You’ve felt it. That moment on a call when you know what to say next… …and you don’t say it…
Dominos in a Row (not ducks)
What if today wasn’t about doing more…but about lining up the right domino? Inside sales leadership can feel like everything…
More Follow-Up Isn’t the Fix
You’re working a deal that felt solid two weeks ago. Now the buyer is quiet.There isn’t a clear next step.The…
Focus is what turns effort into results
Growth Comes From Focus Growth is always the goal. How you get there depends on focus. You can’t move everything…
Busy Isn’t the Same as Moving Forward
Most inside salespeople aren’t short on effort. They’re working hard. Calls are happening. Prospecting gets some attention.Follow-up gets some attention.Deals…
A rolling plan changes how teams operate!
The Limits of Traditional Planning Many sales teams follow a familiar rhythm: A burst of planning activity, followed by execution,…
The struggle (with focus) is REAL
Most experienced inside sales reps don’t struggle with effort. They struggle with focus. You already know how to: Prospect Run…
Your team is responding, whether you have a plan or not
Your Team Interprets the Plan Through You Even when you’re managing without a plan, your team is still responding to…