Sales Articles & Insights
Practical sales strategies, playbooks, and lessons from building and leading revenue teams.
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The ARQ Method
Discovery is the heart and soul of sales. Without strong discovery, you’ll never truly understand your prospect. You won’t know what they care about, what’s standing in their way, or how to help them move forward. I often explain discovery using the analogy of a puzzle. Every answer gives you another piece of the puzzle.…
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Limiting Beliefs
What Are Limiting Beliefs? Limiting beliefs are false, often negative thoughts and assumptions that we hold about ourselves and others. These beliefs act almost like invisible barriers that hold us back in ways that we often don’t even realize. Limiting beliefs shape our actions, decisions, and our sense of possibility. They tell us what we…
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How to Define Your Ideal Customer Profile (ICP) as a Startup
This article is Part #1 of my Founder-Led Sales Series, diving deep into why ICP matters and how to develop yours. The biggest revenue mistake I see early-stage startup Founders make? Trying to sell to everyone. Early on, saying “no” to potential opportunities feels counterintuitive. As a Founder, every deal seems valuable. Every lead feels…
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Mastering Discovery
This article is part of my Founder-Led Sales Series, where I break down how to run discovery calls that actually close deals. Discovery is the heart and soul of sales. Deals are won because of great discovery and lost through poor discovery. Most founders struggle with discovery because they rush toward the product. They ask…
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What Is a Fractional CRO? Everything Startups Need to Know
What Is a Fractional CRO? A Fractional CRO (Chief Revenue Officer) is an experienced revenue executive who works with a company on a part-time or contract basis, taking responsibility for revenue strategy, go-to-market (GTM) execution, and sales performance. Like a full-time CRO, they oversee the broader revenue organization, including Marketing, Sales, Customer Success, and the…
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10 Tips for Discovery in Sales Calls
My inspirational poster What is the Sales Discovery Process? Discovery is the heart and soul of sales. Sales are won because of great Discovery and lost due to poor Discovery. The Sales Discovery Process starts during the Discovery Call. A common mistake in B2B SaaS is treating the Discovery Call as the start and end…
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10 Tips for SaaS Sales Demos
Most salespeople think the demo is their moment to shine. They think a Demo Call is show and tell. It’s not. It’s your prospect’s moment to see themselves in your product and your job is to make that happen. If you focus on the prospect, the demo almost takes care of itself. If you focus…
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Top 10 Cold Calling Tips
Cold calling works. But most salespeople are doing it wrong. When done well, cold calls create conversations that cold email and LinkedIn messages never could. When done poorly, it leads to the belief that ‘cold calling is dead’. These 10 tips will change how you think about cold calling, not just how you execute it.…
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The Founder’s Guide to Demo Calls That Win Deals
This article is part of my Founder-Led Sales Series, where I break down how to run demos that actually close deals. Most Founders go into Demo Calls with the wrong goal. They’ve spent months building the product, so the demo becomes a rehearsed walkthrough of features and benefits. They get on a call, share their…
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Frame Control: How to Win Any Interaction
What Is Frame Control? Have you ever noticed some people effortlessly dominate conversations, while others struggle to have their voices heard? That’s frame control in action. Frame control is at the heart of all social interactions. It’s your ability to set the tone, direction, and dynamics of a conversation. Allowing you to shape interactions and…
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How to Build a Winning Sales Team Culture
How to create the environment where explosive revenue growth becomes inevitable. Most Sales Teams fail because they’re optimizing for the wrong things. They obsess over skills training, meaningless metrics, and individual talent.
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Cold Email That Actually Gets Responses
Most cold emails are met with silence because they are written from the seller’s world, not the prospect’s. Founders and salespeople often think they have a writing problem when they really have two deeper problems: 1. They have not clearly defined who they are writing to. 2. They have not put themselves in that person’s…
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Cold Outbound Campaign Planning
If your reply rate is flat and you’re not booking enough qualified meetings, here’s what you need to do first: sharpen your target. To do that, you need to deeply understand them and their business. Loosely defined targeting is a common symptom of this knowledge gap. It shows up two ways: when you sell into…
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Diagnosing Your Outbound Problem
Your outbound isn’t working. Before you cold call more, rewrite your sequence, or buy a new tool, diagnose where the funnel is actually broken. When salespeople aren’t hitting their numbers, they often work on the wrong problem. For example, when outbound isn’t generating enough meetings, they say “I need to get better at cold calling.”…
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DISC Personality Types & Assessment
The DISC personality types model is one of the best tools for understanding yourself, your colleagues, and your prospects. Most people lean into one of the four core styles: Dominance (D), Influence (I), Steadiness (S), or Conscientiousness (C). A lot of people show a blend of two, like a D with secondary I traits (a…
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How to Break Into Tech Sales
As an Entry Level Candidate You need a job, and you need it fast. You’ve tried mass applying. A few automated rejections, mostly silence. Meanwhile, you’re watching people with “sales experience” land interviews while you’re stuck wondering how anyone gets their first sales job if everyone wants experience. I get it. Three months ago, I…
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Negative Reverse Selling: Turn “No” Into “Yes”
What is Negative Reverse Selling? Negative reverse selling is a sales technique that reduces buyer resistance by doing the opposite of traditional pitching. Instead of pushing for a “yes”, you pull back using strategic language and questions that lead prospects to persuade themselves. Most salespeople chase or apply more pressure when they hear “no” or…