Build it to understand it
You don’t truly understand a system until you build it. This post explores why hands-on creation reveals gaps, insights, and opportunities that theory alone can’t uncover.
When your ICP ain't your ICP
Busy pipeline, low results? Your ICP might be off. Learn how misaligned “ideal” customers waste deals—and what to do about it.
3 Reasons you need to embed MEDDPICC into your business
Embedding MEDDPICC isn’t about adding more process—it’s about creating clarity. This article breaks down three reasons why making MEDDPICC part of your business helps you qualify better, forecast more accurately, and focus your team on deals that are actually worth pursuing.
Traits Are Found. Skills Are Developed. Here’s Why Sales Leaders Get This Wrong
You can train skills, coach techniques, and refine process—but you can’t manufacture the right traits. This article breaks down the difference between hiring for traits and developing skills, and why sales leaders who get this balance right build stronger, more coachable, and consistently high-performing teams.
Closing Deals Isn’t About Pressure. It’s About Precision.
Closing deals isn’t the final push, it’s the result of everything done right before it. I think this unpacks what really drives consistent closes, from qualification and stakeholder alignment to timing and value, and why the best sales teams don’t “close harder”, they close smarter.