Blog
Shorter posts and opinions. We take a position and show our reasoning, so you can disagree with it properly.
How to Recover After a Bad Sales Month
A bad month is mostly a confidence problem pretending to be a numbers problem. Here is how to get the next one back on track.
Talking Less Is a Sales Skill
Silence after a question is the hardest thing to do on a sales call and the most reliably useful. Here is how to actually practise it.
Why Reps Hate Forecasting (And How to Fix It)
Reps do not hate forecasting because it is admin. They hate it because of what happens to them when the number is wrong.
The Question That Restarts Most Stalled Deals
When a deal goes quiet, chasing for an update rarely works. One direct question tends to get an answer, even if it is not the answer you wanted.
Your CRM Notes Are Too Long
Long call notes feel diligent and get read by nobody, including you. A short, structured note is worth more than a transcript.
What Top Reps Do Differently on Monday Mornings
Monday sets the shape of the whole week. The reps who use it well tend to do three unglamorous things before anyone else is properly awake.
The Best Time to Send a Cold Email: An Honest Answer
Every guide names a magic send time and none of them agree. Here is why the question is mostly a distraction, and what to test instead.
Discounting Is a Symptom, Not a Strategy
When a deal needs a discount to close, the discount is rarely the real problem. Here is what a price concession is usually telling you.
Why "Just Checking In" Is Killing Your Reply Rate
The checking-in email asks the prospect to do all the work. Here is what to send instead, with the actual wording that earns a reply.
Stop Pitching in the First Email
A first cold email cannot sell anything. Its only job is to earn a reply, and leading with the pitch is the fastest way to lose one.
The Follow-Up Most Reps Never Send
The follow-up that gets skipped most often is the one sent after a deal dies. It is also the one that quietly builds a pipeline for next year.
The Two-Minute Pre-Call Research Routine
Deep pre-call research is a procrastination habit dressed up as diligence. Here is a two-minute routine that gets you most of the value.
Your Demo Is Too Long
Most software demos are three times longer than they need to be, and the extra length actively costs you deals. Here is why, and what to cut.
5 Signs Your Sales Process Needs an Overhaul
Five concrete warning signs that your sales process has quietly stopped working, and what each one usually points to.
Why Most Sales Scripts Fail (And What to Do Instead)
Rigid sales scripts usually backfire. Here's why, and what to use instead that still keeps new reps on message.