Most prospecting problems aren’t execution problems.
They’re decision problems.
When leaders skip a few hard calls early…
- who we’re targeting,
- what problem we actually solve,
- and why now—
…reps are forced to guess.
More activity won’t fix that.
This video breaks down the three decisions ...
Over the last two weeks, my LinkedIn feed has been full of Sales Kickoff posts. It got me thinking about goal cycles.
I like goals.
What I like more is discipline backed by systems that actually get work done.
Back in 2012, when I was running a GTM team, my boss, Peter Weyman, handed me The 12 Week...
Teams spend a lot of time debating channels.
Cold call vs email vs LinkedIn.
Manual vs AI.
Of course this matters.
But often this debate misses a bigger point.
If your ICP is vague, aspirational, or overly broad, no channel performs well. And reps end up deciding who to go after on their own. Whe...
Most prospecting problems aren’t execution problems.
They’re decision problems.
Before a rep sends an email or makes a call, a few things already determine whether prospecting will work:
- Who the team is targeting
- What problem they’re leading with
- Why a buyer should care now
When those aren...
New SDRs have an overwhelming number of things to learn to become proficient.
When training them I use the analogy of learning a piece of music to help understand the process to proficiency.
Musicians are taught to take a new piece of music and break it down into parts: vs, chorus, bridge; or just...
Trish Bertuzzi wrote The Sales Development Playbook in 2016 and it’s still completely relevant and foundational for understanding how to run Sales Development.
I’ve recommended this to every new SDR manager I’ve coached in the last 10 years and will continue to do so.
Sure a lot has changed in Sal...
At the time, I’d spent 17 years in marketing, working shoulder-to-shoulder with sales, but I’d never run a B2B sales team.
I was consulting on demand gen for a company part-time. The CEO, Peter Weyman (who I’d worked for years earlier at CardScan), asked me to come on full-time and take over the B2...
Daren Jennings once called me “a man of a million hobbies.” Fair.
That curiosity led me to question the idea that talent is something you’re simply born with. I never bought it.
The Talent Code by Daniel Coyle dispels the myth. It shows how skill is built — with deep practice, the right environmen...
When coaching sales reps, don’t try to fix everything.
Look for one change that:
- Creates the biggest immediate impact
- Is realistically coachable right now
That means:
- Studying your reps closely (calls, meetings, recordings)
- Giving specific, actionable direction—not vague advice. However, ...
Here’s when… (watch the video)
Storytelling moves deals. You know that already.
But outbounders need short stories.
Prospects don’t have the time or attention for anything drawn out like you might use once a deal is in progress.
Not case studies.
20 seconds. Pain → Action → Win.
Reps should have a library of these ready for ca...
A few years back I told our recruiter to stop bringing in out-of-state sales hires — and to drop the college-degree requirement entirely.
Instead: go find local hospitality workers.
She was stunned. Then it clicked.
Here’s why:
- The company was in Rhode Island. Out-of-state grads loved Newport ...
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