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…

Today is a BIG day for me. It’s the 30th anniversary of my sales career. Which is why I chose today to launch my book, Mastering Inside Sales Leadership: Your Get-It-done Leadership Success Guide. Mastering Inside Sales Leadership I’m asking for…

In all my 30 years in sales, I’ve never taken off at year’s end. You know the drill: push, sprint, chase, forecast, follow up, close, report, reforecast…when everyone else is winding down, in sales we ramp up. Not this year.This year, I’m…

Last week, I asked: “What do you need to stop doing to create more success next year?” Now it’s time for the second, tougher question: Not wish for.Not dabble with.Commit. Salespeople – don’t lie to yourself: Will you commit to protecting your…