Sales managers are great at spotting what’s broken. Missed numbers.Stalled deals.Gaps in skills.Behavior that needs correcting. That focus matters, but it’s only half the job. Ignoring success doesn’t breed more success. Celebrate & make it repeatable! What you recognize is…

Sales rewards people who care. Care about the customer.Care about the outcome.Care about doing the right thing. But there’s a line, and crossing it is where things start to break down. That’s the sales paradox; you have to care but can’t…

Sales has a funny way of making everything feel urgent, all at once.Forecasts are shifting.Deals are stalling.People are asking questions you don’t have answers to yet. That’s usually the moment leaders and reps alike start trying to control things they…

Trust starts with the very first interaction. Before there’s a proposal.Before there’s a yes.Before there’s anything to lose. From the beginning, people are quietly asking a question they rarely say out loud:How can I trust what happens next? Trust isn’t…

In the last couple of notes, I’ve been sharing about indecision; personally and in the context of stalled deals. What’s been sitting with me since is this: Helping people make decisions is rarely about convincing them they should move forward…

Last week, I found myself sitting with the question:What’s the one decision I’m not making, right now? Then I listened to Paul Fuller, CRO of Membrain, talk about sales trends heading into 2026. One data point stopped me cold: 61%…

Most of the friction we feel can be attributed to avoidance. There’s usually one decision we already know needs to be made.We’re just not making it yet. More often than not, it’s because of the perceived consequences. This question made…