Insights
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Beyond the Dashboard:
Why the Best Sales Leaders Are Measuring What You Can't See...
January 22nd 2026
There’s a question keeping sales enablement leaders up at night: “Can you prove this is working?” For years, we’ve answered with the usual suspects—quota attainment rates, win percentages, average deal size, sales cycle length. Clean, quantifiable, executive-friendly numbers.
The Authenticity Paradox: Why Your "Personalized" Outreach Still Feels Like Spam And How Top-Performing Sales Teams Are Solving It
January 15th 2026
We’ve all been there. You open an email that starts with “Hi {{First_Name}}, I noticed {{Company_Name}} is doing interesting work in {{Industry}}…” and you immediately know you’re template number 347 that day. The irony? That message was probably generated by sophisticated AI. It pulled real data about your company. It referenced an actual recent event. Yet somehow, it still feels painfully generic.
The Quota Crisis Nobody's Talking About
(And What Top Performers Are Doing Differently)
January 9th 2026
Let’s rip off the band-aid: Only 26% of sales reps hit quota in 2025. Yes, you read that right. One in four. And if you’re a sales leader staring at your Q1 2026 forecast right now wondering why your team is already behind, you’re not alone—you’re part of a trend that’s been quietly reshaping the entire software sales landscape.
Breaking Through the Noise:
Creative Ways Software Salespeople Can Capture Buyer Attention
January 2nd 2026
In today’s saturated software market, buyers are drowning in cold emails, LinkedIn messages, and demo requests. The average B2B buyer receives dozens of sales outreach attempts every week, and most end up ignored or deleted within seconds. For software salespeople, the challenge isn’t just selling a great product—it’s getting someone to pay attention long enough to hear about it.
The Sales Leader's AI Toolkit:
A Cheat Sheet for Tools That Actually Move the Needle
December 24th 2025
AI-powered sales tools have exploded from novelty to necessity in record time. But with hundreds of platforms promising to revolutionize your sales process, how do you know which ones actually deliver? This is your practical guide to the AI tools that are genuinely increasing productivity and conversion rates for sales teams right now—what they do, what they’re best at, and who should be using them.
How to Handle Condescending Clients Without Losing Your Cool
December 11th 2025
We’ve all been there. You’re in a meeting, presenting your amazing product, service, or brilliant work, when that client leans back in their chair with a smirk and says something like, “Well, I suppose that’s… cute. But let me explain how this actually works in the real world.”
How the Grinch Stole Your Q1
December 1st 2025
You know what grinds my gears every single year? Watching companies put their hiring on pause in November and December because “nobody wants to interview during the holidays.”
Sales Training Methodologies:
Identifying Your Winning Approach
November 2025
In the competitive world of sales, having a proven methodology can mean the difference between consistently hitting your targets and struggling to close deals. While raw talent and persistence matter, the most successful sales professionals rely on structured approaches that have been tested across thousands of deals and organizations.
The Sales Interview- Do's and Don't
October 2025
I’ve been placing elite sales talent for over two decades, and if there’s one thing I can tell you with absolute certainty, it’s this: the sales interview has evolved dramatically in the past few years.
6 Ways to Separate Yourself from Other Job Seekers
July 2025
Job applications and interviewing can be daunting and discouraging if you keep getting turned down.
6 Proven Ways to Speed Up Your Hiring Process
March 2025
Your employees can make or break your business. Looking for quality employees is a process that is extensive and tedious, and these days, it may be feeling like you’re a little “late to the party” as top tier candidates say thanks but no thanks and accept a different offer out of several they have on the table.
The Secret Weapon to Hiring Sales Talent!
November 2023
The Sales Hiring Dilemma After many years of placing the most elite sales talent all across North America, I have heard the same complaints over and over.
Are You Getting Interviews, But Not the Job?
How to Diagnose Where You Might Be Going Wrong
June 2023
How to Diagnose Where You Might Be Going Wrong Your resume has earned you interviews with several employers over the past year.
Recovering From A Career Break?
December 2022
Have you taken a career break to start a family, taken time out following a redundancy or temporary retirement? Have you decided to step back from work to enjoy different experiences, such as travelling the world?
The Curiosity Quotient and Emotional Intelligence :
Two Critical Parts of the Interview Process
July 2022
Personality and character play a big role in determining an employee’s ultimate success within the culture of your organization.
Want to Become an Industry Thought Leader?
Here’s What It Takes
March 2022
Becoming a known thought leader in your industry can allow you to reach a level of success you have only ever dreamed of.
Successful Leaders Steps to Growing Their Business
August 2021
Leadership is hard, it’s a delicate balance that requires the right foundation and chemistry. First and foremost, great leaders know and care about their people.
"Speak Life"
March 2021
TobyMac is a singer and songwriter and I have had the opportunity to see him perform multiple times over the years. He has a song called “Speak Life” and it is based on a quote from a book called Abba’s Child by Brennan Manning in which Manning states the following:
To Shake or Not to Shake
October 2020
The handshake. It has been a part of our very existence in some form or another for not just hundreds but thousands of years. After watching the news this morning, I became curious as to its origins, so I did some research.
