As a Star Trek fan, I’ve always been fascinated by the Kobayashi Maru—the infamous no-win scenario that tests Starfleet cadets’ leadership, decision-making, and moral fiber. It’s a classic dilemma: respond to a distress call that leads to certain defeat, or abandon the helpless, violating core values. What’s the point of such a test? To evaluate […]
Kobayashi Maru: Navigating No-Win Scenarios in Sales Operations Read More »
I’ve seen firsthand how businesses transform when they embrace the power of a well-defined sales strategy. Whether you’re leading a team of seasoned sales professionals or just getting started with a small crew, one truth stands out: success in sales doesn’t happen by accident. It requires clear goals and a solid plan. The Difference Between Having
Secret to Sales Success: Why Goals & Plans Are Non-Negotiable Read More »
I’ve had the privilege of working with countless sales teams across industries. One thing I know for sure: every salesperson starts the new year with big goals, but not everyone hits them. Why? It’s not because they lack talent or drive. It’s often because they’re not starting the year with a clear strategy. Let’s talk
Jump-Start Sales in 2025: Tips to Make This Year Your Best Yet Read More »
As the holiday season unfolds and we near the end of another eventful year, I wanted to take a moment to express my gratitude and share some reflections. To our clients: Thank you for trusting us to be part of your journey. It’s been an honor to work alongside you, tackling sales challenges, building strategies,
Wishing You a Joyful Holiday Season and a Prosperous New Year! Read More »
Ah, the holidays! It’s that magical time of year when deals are closing, quotas are looming, and time off with friends and family feels *oh so close*. For salespeople, the last few weeks of the year can feel like an emotional juggling act: do you put your foot on the gas and close a few
Finish Strong and Recharge: A Salesperson’s Holiday Guide Read More »
As the CEO of a Fractional Sales Management company, one of the biggest challenges I see businesses face is pipeline health—or lack thereof. Too often, sales teams head into January with a pipeline that’s running on fumes. It’s a tough way to start the year and can set the tone for a sluggish Q1. But
A Strong Pipeline for the New Year: Why Now Is the Time to Act Read More »
As the year winds down, sales activity often slows. Customers are busy with holiday plans, budgets are locked up, and decisions are pushed to the next fiscal year. While it may be tempting to ease off the gas, December is an opportunity for salespeople to shine, wrap up the year strong, and set the stage
Maximize December: Sales Tips to Finish and Start Strong Read More »
As a CEO, one of the most important (and sometimes challenging) responsibilities is evaluating your sales team’s performance. With the year winding down, now is the time to take a clear-eyed look at how your team has done—and decide what’s next. Here’s the thing: sales team performance isn’t a black-and-white story. Some reps might be
Sales Team Performance: How to Address Under- and Over-Performers Read More »
As the year winds down, many business owners and CEOs are taking stock of where their companies stand. For most of us, revenue is the ultimate yardstick of success. Whether you’re confidently cruising toward your goals or scrambling to make up ground, now is the time to take a hard look at your sales performance
Wrapping Up the Year: Are Your Revenue Goals Within Reach? Read More »
When it comes to sales, you might have heard the phrase, “Sales is an art.” And while that’s true, it’s also a science. The best artists don’t just work on a whim—they have methods and practice, just like the most successful salespeople follow a proven process. Today, we’re going to talk about why having a
The Sales Process: Your Key to Consistent Success Read More »
