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…
Growth Comes From Focus Growth is always the goal. How you get there depends on focus. You can’t move everything forward at once. The work requires prioritization. Selecting one area to focus on allows change to take hold and translate…
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 move a little, then sit.Something new shows up and pulls focus again. The work is happening. It just isn’t connected…
The Limits of Traditional Planning Many sales teams follow a familiar rhythm: A burst of planning activity, followed by execution, followed by a scramble at the end. It creates movement, but not sustained momentum. The pattern repeats, and over time…
Most experienced inside sales reps don’t struggle with effort. They struggle with focus. You already know how to: Prospect Run calls Follow up Close So the day fills up fast. A little of everything.All at once. That’s where progress starts…
Your Team Interprets the Plan Through You Even when you’re managing without a plan, your team is still responding to your direction. They feel: when priorities change without context when metrics move without explanation when effort doesn’t connect to outcomes…
last week Brad Thiboult posted I’ve always found it helpful to be authentic at work.That’s why my strongest career advice is to make your last slide in a corporate proposal slide deck something like this: #authentic #smartass #makemlaugh #justdoit #micdrop…