I said to my wife, “Heads up, I’m probably getting fired today.”
She offered some encouragement. I hung up, sweating, and walked to the CEO’s office.
Back up.
I was a marketer at a startup. I had pitched a massive direct mail campaign—$200k+ on one bet. The CEO approved it. I ran with it.
Months o...
Scaling sales teams often make the same mistake:
They try to manage behavior instead of building a system.
Endless one-on-ones, activity policing, skills oversight—it all piles up. Leaders get overwhelmed. Reps feel micromanaged. And performance stalls.
The fix isn’t tighter management. It’s a sys...
It’s not new. But it’s never been more important.
Why?
Because distractions are relentless:
Slack. Teams. LinkedIn. Email. Pop-ins. Notifications. Noise.
Time blocking is how you fight back.
Here’s how to make it stick:
- Coordinate with your team—everyone blocks the same time
- Leaders: Make the ...
If you're an SDR Leader or a leader of a leader of SDRs, you're going to want to join this webinar.
We'll be talking SDR KPIs. What metrics matter and how to use them, so your team drives revenue.
I'll be joining Greg Casale, Kevin Kelly, and Richard Lane.
It's hosted by durhamlane.
Date: Thursd...
AEs — Discovery meeting prep is not optional.
And no — scanning BDR notes or grabbing the BDR two minutes before the call doesn’t count.
Landing a single meeting can take hundreds of dials, emails sent, and connections made. The least you can do is actually prepare.
Here’s why it matters:
Your BDR ...
In the mid-’90s I worked at a screen printing shop in Phoenix.
No AC. 110°F outside. The shirt dryers ran at 300°F.
Some took salt tablets to avoid dehydration.
The pressmen worked hard. Eight hours a day, pulling ink.
Pedro was the best. Fast, precise. Almost never made a mistake.
His standard...
Want to stand out without needing talent? Be reliable.
Years ago, I was a new sales leader managing a team of eight.
I told the president I’d be in Texas with family for the holidays. He nodded and said, “Just make sure there’s coverage.” Meaning: at least one rep available for inbound calls betwe...
About 25 years ago, I was at a party and met a retired man who was still bitter.
He’d been laid off from a company he gave 35 years to.
The kicker? It had happened a decade earlier — and he was still seething.
Here’s the lesson:
It’s natural to want fairness. And yeah, layoffs suck. Especially w...
Several years ago, my daughter was working in a tough environment.
Lazy coworkers. Helpless leadership. She was doing the heavy lifting, getting none of the credit.
I told her: give it your all anyway.
She gave me a look.
Fair. It’s frustrating.
But here’s the thing—you don’t do it for them.
Y...
Sales conversations come with pressure. When that pressure hits, we tend to default to old habits — not the new skills we're trying to develop.
But learning a new skill takes time, repetition, and (yes) sleep. And it’s a whole lot easier in low-stakes situations.
Think about how we learn anything ...
When you’re learning a new process — whether it’s a sales motion, onboarding workflow, or even a cold call framework — go slow. Not sloppy slow. Deliberate slow. Thorough slow.
It’s like learning a new song from sheet music:
You don’t rush through it at full tempo from day one.
You play every not...
 The best Champions aren’t just cheerleaders.
They have internal clout, want you to win, and most importantly — they take real action to move your deal forward.
If you’re in Stage 3 of a deal, here’s how to test your perceived Champion:
- Will they commit to a go-live date?
- Will they build a wor...
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