When Peter and I wrote this book, we talked about various differences in sales today.
One question we had:
Do fundamentals still matter in an AI world?
Quickly we realized: yes. More than ever.
Here’s what I see working with teams every day:
- Most teams don’t have the fundamentals nailed
- The ...
In business development, AI (and/or automation) used poorly does three things fast: damages your brand, damages your reputation, and kills your shot at a meeting.
People don’t like being tricked.
We’ve seen this before.
“Re:” in subject lines.
Fake local numbers.
Short-term hacks. Long-term trust k...
I analyze a lot of sales messaging for my clients.
Most kind of sounds the same. Well, structurally.
And it’s not because reps lack effort but because they’re starting in the same place: the product.
Companies focus way to much on the product. What needs focus and definition is the PROBLEM you so...
Coming April 1st: our first book. Graphic Sales: How to Build a Prospecting Playbook (for Sales Leaders)
And here’s a peek at the cover.
Back up! how’d this happen?
The process has been, quite frankly, a blast. I think the way we approached this made it more fun than most book projects probably a...
Most companies say they have an Ideal Customer Profile.
What they usually have is a description of companies they’d like to sell to.
That distinction matters.
Because when targeting isn’t clearly defined, or enforced, reps fill in the gaps themselves. They go after accounts that look interesting,...
A prospecting playbook isn’t a script library.
It’s a decision system.
It exists to answer, consistently:
- Who should we prioritize?
- What problem do we lead with?
- How do we adapt the message by role and channel?
All-too-often those answers live in people’s heads instead of a shared syste...
A common onboarding mistake: teaching the product and pitch first.
It’s backwards.
Start with the buyer. Their world, their problems, their constraints.
That sets the rule early: the buyer’s problems come first.
Â
The pitch earns its place later.
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...
Get the SalesEQ™ Newsletter.
Real GTM Results. Not Just Theories.
Join other sales leaders getting strategic and tactical insights that actually move the numbers.
We hate SPAM. We will never sell your information, for any reason.
