Practical posts on discovery, prospecting, deal management, and sales leadership. Based on real data, not theory.
Most sales training fails within weeks. The 4-phase framework that creates lasting behaviour change — from baseline diagnosis to manager upskilling.
The single most important discovery skill is the one almost nobody does. I break down the data from 1,400+ calls.
The difference between reps who book meetings and reps who don't is targeting, messaging, and follow-up discipline.
Coaching at the deal level is easy. Coaching at the conversation level is where real improvement happens.
Only 10% of demo calls include customer stories. The rest are product presentations nobody remembers.
European teams benchmark against US data that doesn't apply. Here's what European performance actually looks like.
Most CS teams avoid commercial conversations. Here's how to build expansion into every customer touchpoint.