There’s a point in sales where the work starts feeling heavier than it used to. The calls take more energy.The rejection feels more personal.The motivation that used to come naturally suddenly feels forced. Most salespeople assume the problem is burnout…
Most sales leaders have said some version of this: “My team just isn’t motivated right now.” Usually what they really mean is: “My team isn’t doing the work I want them to do.” Prospecting activity drops. Follow-up gets inconsistent. CRM…
I’ve been thinking a lot about AI lately. Partially because I enjoy writing, although it is time consuming! Which made me ponder if there is a laziness component to AI use – not a personal attribute of laziness, rather is…
While recording The Learn-It-All™ podcast with Damon Lembi last week, I mentioned frustration BINGO and realized that I have both a salesperson version AND inside sales leadership BINGO cards. If you can’t have fun at work… where will you? Click…
You’ve felt it. That moment on a call when you know what to say next… …and you don’t say it. Top reps are better because they act. They: Ask the question anyway Go one level higher Say the direct thing…
What if today wasn’t about doing more…but about lining up the right domino? Inside sales leadership can feel like everything is urgent, everything matters, and everything needs attention right now. When you zoom out, progress usually comes from a few…
You’re working a deal that felt solid two weeks ago. Now the buyer is quiet.There isn’t a clear next step.The timeline slipped past your forecasted close date. Most reps respond the same way: with MORE They follow up more.Another email…