Tag #SalesPlanning

A huge pipeline isn’t a sign of success. It might be a sign something is broken.

“No sales. No business.” 

The business case your client ignores is the one you wrote for them.

Full pipeline. Busy calendar. Losing deals you should be winning.

Competence × AI = Leverage

You’re spending hours preparing for your negotiation. You should be planning it.

Most salespeople are winging it. They just call it “being natural.”

🤩 Taking action

Sell First, Negotiate Second, but Only If You Have To!

11 Months is Too Long to Be a Nuisance…

Stop Talking and Document What You Hear

Ways AI Amplifies My Use of SPIN®

The Lost Skill in Sales: Documenting Listening

Why Most “Trusted Advisors” Aren’t

Most mediocre sales executives do not plan for successful meeting outcomes.