Featured Articles
Why the Same Coaching Advice Helps One Rep and Hurts Another
You give two reps the same advice and get opposite results. It is almost never about effort. It is about how each rep is wired, and how you coach for it.
Stop Running Your 1:1s Like Pipeline Interrogations
Most weekly 1:1s are status checks reps brace for and learn nothing from. Here is how to run one that actually develops the rep.
The First 30 Minutes of Your Sales Day Decide the Other Eight
A concrete first-30-minutes routine for sales reps: find the 2-3 deals that need a move today, do the avoided thing first, and define done.
All Articles
Why the Same Coaching Advice Helps One Rep and Hurts Another
You give two reps the same advice and get opposite results. It is almost never about effort. It is about how each rep is wired, and how you coach for it.
Stop Running Your 1:1s Like Pipeline Interrogations
Most weekly 1:1s are status checks reps brace for and learn nothing from. Here is how to run one that actually develops the rep.
Your Middle 60% Is the Revenue You're Ignoring
The top reps coach themselves and the bottom reps get triage. The middle of your team is where the winnable revenue actually sits. Here is how to coach it.
The First 30 Minutes of Your Sales Day Decide the Other Eight
A concrete first-30-minutes routine for sales reps: find the 2-3 deals that need a move today, do the avoided thing first, and define done.
Good Discovery Finds the Problem. Great Discovery Finds Who It Hurts.
Business pain rarely creates urgency. Deals move when you find the person who feels it. Here is how to surface personal stakes without being weird.
Why Single-Threaded Deals Die
One champion is one point of failure. The warning signs of a single-threaded deal and how to multi-thread without bypassing your champion.
Pipeline Reviews Are Not Coaching
Most leaders think they coach. Mostly they inspect deals. Here is the difference, why it gets blurred, and how to actually develop a rep.
Your First Sales Hires Cannot Be Clones of You
Founders close early deals on conviction and force. Then they try to install that wiring in new reps. Here is why it fails and what scales instead.
Why SaaS Sales Playbooks Fail Long-Cycle Deals
Fast SaaS tactics backfire in insurance, industrial, and real estate sales. Here is what actually transfers to a deal that takes months.
Deal Health: How I Read Whether a Deal Is Actually Alive
Stage tells you where a deal sits, not whether it can breathe. The signals I learned to read after losing deals I was sure of.
How to Tell a Deal Is Quietly Dying (Before It Does)
Deals rarely blow up. They go quiet. Five signals I learned to read after 20 years of working pipelines, plus the fix for each one.
NOVA-6: The Sales Framework I Distilled From 20+ Years in the Field
NOVA-6 is the field-tested system I built across two decades of selling. Six dimensions that tell you, on any deal, where to spend your next hour.
Why Coaching Is the First Thing That Falls Off a Sales Manager's Plate
Managers don't skip coaching because they don't care. The math of their week leaves no room. Here's where the hours actually go.
Why Sales Training Fades, and What Makes It Stick
I have watched whole teams finish a sales course and remember almost none of it weeks later. Here is why training fades and what holds.
Why Reps Don't Ask for Help
For years I would rather lose a deal than admit I was stuck. Here is why reps hide the hard ones, and what actually makes it safe to ask.
Why So Many CRM Rollouts Quietly Disappoint
A CRM stores what happened. It never tells a rep what to do next. That gap is why most rollouts underwhelm, and why everyone blames the tool.
Making the Money Case for Sales Coaching
Coaching gets treated as a soft cost. Here is how I would model the return for a CFO, with honest math and where the attribution actually breaks down.
How to Prioritize When Every Deal Feels Urgent
Every deal feels urgent. Most are just loud. How I separate winnable deals from happy ears and spend my best hour where it actually pays.
Why Your Forecast Is Wrong, and How I Learned to Trust One
Most forecasts I have seen are closer to wishful thinking than measurement. Here is how I forecast off real deal health instead of the stage column.
CRM, Call Analysis, Coaching: Three Different Jobs
Your CRM stores what happened. Call tools review what was said. Coaching tells a rep what to do next. How to tell which job a tool actually does.
Why I Built an AI Sales Coach After 20 Years of Selling
I carried a quota for two decades, taught sales as an adjunct professor, then built Opsight on nights and weekends. This is the story of why.
How to Set Up Pipedrive Deal Stages That Reps Actually Update
A practical Pipedrive admin guide: exit-criteria stages, honest probability, rotting days, and required fields that keep your pipeline trustworthy.
Busy Reps and Hollow Pipelines: Activity Is Not Progress
Fifty calls a day looks like work and gets tracked like work. None of it means a deal moved. How I learned to measure buyer steps instead.
The Execution Gap: Why Reps Already Know What To Do
After 20 years carrying a number, I learned knowledge was never the bottleneck. Here is why reps default to old habits and how to close the gap.
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