Master Your Pipeline

The Insight: Pipeline as a Performance Multiplier The revelation was clear: while personal development is a marathon, a well-stocked pipeline could sprint us to our goals. Even a team member with a modest win rate can exceed targets if they’re juggling more opportunities. It’s a simple numbers game: more leads mean more chances to close,…

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Mastering Internal Performance Management

Today, we’re diving into a vital yet often overlooked aspect of sales leadership: Internal Performance Management.  This isn’t just about managing your team’s performance; it’s about introspection, mastering your mindset, and understanding your performance metrics to optimize your efficiency and success. A Personal Journey Through Numbers and Mindset When I started in sales, I was…

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Aligning Ambition with Energy

In my early years, I was all about drive and ambition. Charging into every situation at full speed. There was no task I couldn’t put more energy into to get done. And it worked. This approach did bring me success, but as I transitioned from salesperson to sales leader, I realized the importance of managing…

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Becoming A Data-Driven Sales Leader

From my journey in sales leadership, one principle has always stood out: never enter a sales engagement without solid data. I encourage my teams and urge you ( and your teams ) to avoid emotion-led pitches. Instead, lead with data and reinforce with emotion, conviction, and confidence. Here are three critical data points every sales…

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The Avalanche of Data

Remember when having tons of data at our fingertips seemed like a superpower?  During my time in sales leadership, I encountered what I call the ‘avalanche of data.’ Initially, it seemed like a goldmine – these insights into every microscopic aspect of my team’s activities. But here’s the twist: this data deluge blurred my focus…

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