B2B Sales Hiring: The Roles Most Founders Get Wrong
I’ve had some version of this conversation more times than I can count. A founder calls me, frustrated, convinced they have a pipeline problem or a closing problem or a people problem. We spend twenty minutes on it and what emerges is simpler and more expensive than they expected. They’ve been hiring the same two […]
How to Build a B2B Sales Process That Closes More Deals
Most B2B sales processes look more functional than they really are. I say that having spent years working inside sales organisations of all shapes and sizes, and the pattern is consistent enough that I’d stake a lot on it. There’s a pipeline, there’s a CRM, there’s a team doing the work, and from the outside […]
Selling in the Zone: What Elite Sales Performers Do Better
Lawrence Taylor only truly entered the zone about five times in his entire NFL career. Five games. Out of hundreds. And he’s widely considered the most dominant defensive player in the history of American football. “Everything was moving in slow motion,” he said. “I could be out there all day. Totally blocked out.” Now think […]
How to Motivate a Sales Team for Consistent High Performance
The late Australian billionaire Richard Pratt had a line he was fond of using with his people. “Encourage your team to be committed to a project rather than just involved in it. You know the difference, don’t you? In a meal of bacon and eggs, the chicken is involved. The pig is committed.” It’s a […]