Feb 35 fast and easy “non-sales” things to develop authenticity, increase confidence, and sell more dealsCustomers want to feel at ease during sales conversations. They want to trust us. But show up to meetings uncertain, shaky, or timid, they run for their next one. It’s tough out here. …Sales5 min read
Jan 283 “life-changing” questions to prompt guidance, increase sales, and get your time back in 2022Six at night, and sales motions still course through our household. My wife runs an enterprise team for a recently-acquired, fast-moving, industry-disrupting tech startup. She’s proven she can deliver millions of dollars of SaaS revenue and appears more focused than ever. I’m starting my 15th year in tech and my…Sales4 min read
Jan 203 sales lessons from “one of the finest mystical documents the world has seen”The sales profession serves as a perfect battleground between Self and Ego. Each day, you summon the courage, clarity, and fortitude necessary to secure millions of dollars for your company. You face fierce competition, product shortcomings, and unruly prospects. But it is “the battle within” that presents your biggest challenges. …Bhagavad Gita4 min read
Jan 7Software pricing and sales incentives create tension, facilitate churn, and limit growth. Here’s how to fix them.As you plan quotas, territories, and strategies, ask yourself this question: Are you incentivizing the right behaviors from customers and sellers? I’ve worked with a ton of software sales teams and designed several pricing and comp plans. I usually take pieces from plans I learned from past companies, mentors, and…Sales4 min read
Oct 13, 2021The one question every startup needs to answerDefine exactly what a customer needs to do to extract the most value from working with your company. I’ve worked with a ton of startups. And we talk. A lot. We talk about founder stories. We talk about product features. …Startup2 min read
Oct 5, 2021Ask what you want to knowDrive connection by asking questions, sharing feelings, and getting honest. — This article is a highlight from my weekly newsletter. If you’d like to get the latest lessons from my journey, visit Student of Intention and subscribe for free. Waiting for Zoom to spin up, I adjust my Airpods and sip some water. A team I work with reviews their sales…Personal Development3 min read
Sep 28, 2021Noticing someone is the human thing to do.Curiosity and a stranger’s vulnerability lead to connection. — This article is a highlight from my weekly email. If you want the latest lessons from my journey, visit Student of Intention and subscribe for free. The fading sun and our rumbling tummies cue a search for dinner. Festive music and Saturday evening chatter pour out of a nearby Mexican…Personal Development3 min read
Oct 26, 2020The diminishing returns of consuming content…And how creation is the secret sauce to accelerated learning. While working on a new, creative project with my wife, she says to me, “Ugh, you just don’t get Instagram.” Don’t worry, I cleared this share with my wife. More on her accusation in a bit. I was scrolling through…Creativity3 min read
