AI can send emails.
It can’t save you from your own reply-blackhole.
If you’re using AI to prospect, you need a bulletproof reply-monitoring process.
Speed matters more than most teams think:
- Positive replies: Hit fast → book more meetings.
- Negative replies: Hit fast → win referrals, occasion ...
If you’re a frontline manager, you probably feel buried under rep questions. Most days. Instead of coaching or strategy, you’re stuck in reaction mode.
Reps can be lazy (sorry, reps). When they don’t know something, their first instinct is to ask you.Â
Not to think. Not to check the playbook. Not ...
Culture is defined by how you behave in hard times.
You say you value transparency, then cancel the town hall when numbers drop.
You say positivity matters, then protect the top performer who poisons the team.
You say you don’t discount, then slash prices in Q4 to hit the board target.
Values do...
I said to my wife, “Heads up, I’m probably getting fired today.”
She offered some encouragement. I hung up, sweating, and walked to the CEO’s office.
Back up.
I was a marketer at a startup. I had pitched a massive direct mail campaign—$200k+ on one bet. The CEO approved it. I ran with it.
Months o...
Scaling sales teams often make the same mistake:
They try to manage behavior instead of building a system.
Endless one-on-ones, activity policing, skills oversight—it all piles up. Leaders get overwhelmed. Reps feel micromanaged. And performance stalls.
The fix isn’t tighter management. It’s a sys...
It’s not new. But it’s never been more important.
Why?
Because distractions are relentless:
Slack. Teams. LinkedIn. Email. Pop-ins. Notifications. Noise.
Time blocking is how you fight back.
Here’s how to make it stick:
- Coordinate with your team—everyone blocks the same time
- Leaders: Make the ...
If you're an SDR Leader or a leader of a leader of SDRs, you're going to want to join this webinar.
We'll be talking SDR KPIs. What metrics matter and how to use them, so your team drives revenue.
I'll be joining Greg Casale, Kevin Kelly, and Richard Lane.
It's hosted by durhamlane.
Date: Thursd...
AEs — Discovery meeting prep is not optional.
And no — scanning BDR notes or grabbing the BDR two minutes before the call doesn’t count.
Landing a single meeting can take hundreds of dials, emails sent, and connections made. The least you can do is actually prepare.
Here’s why it matters:
Your BDR ...
In the mid-’90s I worked at a screen printing shop in Phoenix.
No AC. 110°F outside. The shirt dryers ran at 300°F.
Some took salt tablets to avoid dehydration.
The pressmen worked hard. Eight hours a day, pulling ink.
Pedro was the best. Fast, precise. Almost never made a mistake.
His standard...
Want to stand out without needing talent? Be reliable.
Years ago, I was a new sales leader managing a team of eight.
I told the president I’d be in Texas with family for the holidays. He nodded and said, “Just make sure there’s coverage.” Meaning: at least one rep available for inbound calls betwe...
About 25 years ago, I was at a party and met a retired man who was still bitter.
He’d been laid off from a company he gave 35 years to.
The kicker? It had happened a decade earlier — and he was still seething.
Here’s the lesson:
It’s natural to want fairness. And yeah, layoffs suck. Especially w...
Several years ago, my daughter was working in a tough environment.
Lazy coworkers. Helpless leadership. She was doing the heavy lifting, getting none of the credit.
I told her: give it your all anyway.
She gave me a look.
Fair. It’s frustrating.
But here’s the thing—you don’t do it for them.
Y...
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