Insights

The best salespeople aren’t performers, they’re connectors. They know that listening with intent is more persuasive than any pitch. They build relationships that last because those relationships are grounded in truth. Authenticity leads to repeat business, referrals, and reputational equity, the invisible assets that drive long-term growth.

Leadership presence is less about being everywhere and more about being here. Presence requires boundaries, turning off notifications, leaving the phone in another room, and giving people your full focus for undistracted minutes.

In the dynamic world of business and sales, success often hinges on effective communication. While pitching products or services, it’s not about showcasing features and benefits, it is about understanding the needs and concerns of your audience. This is where the art of asking good questions comes into play. It’s not merely about asking any question but about asking the right questions at the right time that can lead to deeper understanding, alignment, and ultimately, success

Client-first selling is a sales philosophy that prioritizes the needs, preferences, and interests of the client above everything else. Unlike traditional sales approaches that focus on closing the deal at any cost, client-first selling emphasizes creating value for the client. The ultimate goal is to build trust and establish a partnership that benefits both parties.

Selling to multiple people at the same company requires a strategic and nuanced approach that goes beyond traditional sales tactics. By understanding the dynamics of the buying committee, establishing trust and rapport, customizing your value proposition, facilitating alignment and consensus, overcoming objections, and leveraging internal champions, you can navigate multi-person sales successfully and unlock new opportunities for growth and expansion.

The importance of paying market or above wages and hiring the right people cannot be overstated. While the upfront costs may seem higher, the long-term benefits are far more significant. By investing in top talent, companies create a thriving work environment, drive innovation, enhance productivity, and build a strong employer brand that attracts top talent in the industry. Moreover, the company's reputation is bolstered, leading to customer satisfaction and increased profita

A well-structured QBR with a client can provide a comprehensive overview of the business relationship and help build a stronger partnership. By including key metrics, customer feedback, project progress, collaboration and communication, future goals and objectives, and an action plan, a QBR can help companies track progress and identify opportunities to improve.

Focus is one of the most important factors in business success. A company that is focused knows what it wants to achieve, and it has a clear understanding of how it plans to get there. A focused company is able to allocate its resources more effectively, make better use of its time, and ultimately perform better than one that lacks focus.

Whether you're looking to improve focus, reduce stress, or build stronger relationships with your team, walking meetings are worth the step. So next time you have a meeting scheduled, why not take it for a walk? Your body and mind will thank you for it.

Taking the time to understand the customer, differentiate themselves from the competition, provide value, build relationships, follow up effectively, and set realistic goals puts a salesperson on a path toward success.

When building your sales technology stack, look for tools that are flexible, reliable, supported, scalable, and that integrable with other systems. Remember, the goal of your technology stack is to support and enhance your sales team, not replace them.

Restructuring is an essential part of business growth and evolution. But it can also create a great deal of uncertainty and stress for employees. When changes are made to team structures, it can be challenging to know how best to communicate the reasons for the changes and what they will mean for the people involved.