Your Brain Is Not a CRM
(And That’s a Good Thing) One clear note – captured at the right moment – can ripple through an entire deal. But when you keep it all in your head?No ripples. Just… splash, sink, and disappear. You meant to write…
If No One Is Navigating, Don’t Be Surprised If The Team’s Not Moving
You’re frustrated.You’re carrying the quota, the pressure, the pipelineand you’re still the one pushing everything uphill. Be honest with yourself…Who’s navigating?Because if it’s not you and it’s sure as hell not them, then don’t act shocked when the team stalls…
You Can’t Inspire if You’re Burned Out, Bitter, or BS-ing Yourself
If you’re showing up every day to manage people but you’re not managing yourself, it’s going to be tough to lead your team. Inside sales leadership isn’t just about coaching reps, running pipeline meetings, or hitting revenue targets. It’s about…
Motivation isn’t about Carrots & Sticks
Motivation isn’t about Carrots & Sticks. It’s About Seeing People Clearly. If you’re using carrots and sticks, you’re leading based on assumptions. In my book Mastering Inside Sales Leadership, coming out January 8th 2026 you’ll learn assumptions kill traction. Instead,…
Top Reasons I’m Grateful, with a Fresh Pour of Perspective
You know the mornings where your coffee hits just right, the sunrise actually makes you pause, and your inbox doesn’t yell at you (yet). You know what popped into my head? Gratitude lists. From back in the day; old UpYourTeleSales…
Who Deserves Your Time? Use This Equation to Decide.
You don’t have time for everyone on your team.But you better make time for the right ones. Enter: The Salesperson Value Equation This formula from Mastering Inside Sales Leadership makes prioritizing your coaching time crystal clear: Results + Effort ÷…
Reps Who Listen. Really Listen.
Have you ever talked with a salesperson who doesn’t interrupt? Who listens to understand? They’re rare. And they’re gold. Which means: work to become that rep — the one your prospects mention when someone asks,“Who actually listens to what you’re…