Category: Revenue Generation

Your Sales Reps Are Depending on AI. You Just Don’t Know It Yet.

You do not have a coaching problem. You have a visibility problem. If you are a founder or CRO leading a B2B sales team right now, you have probably noticed something. Reps are hitting activity targets. Pipeline is being built. Deals are moving. Call summaries are clean. CRM is updated. On paper, things look fine. Maybe better than fine. So why does something feel off? I work with B2B sales ...

June 30, 2026

Your First SaaS Sales Hire Will Fail Unless You Fix This First

You do not have a hiring problem. You have a clarity problem. If you are an early-stage SaaS founder, you have likely reached the same inflection point I see repeatedly. You have proven people will buy. Revenue is coming in. Product market fit feels real. But growth has stalled. You cannot keep carrying the entire sales motion yourself. You need to scale. You need to grow. You may even want ...

February 25, 2026

Your Startup Won’t Scale Until You Fire Your Best Sales Rep – YOU!

When you’re the founder, prospects don’t buy your product, they buy you.You bring credibility, deep product knowledge, and unshakable belief. Your name on the door creates instant trust. That’s Founder Advantage in action. But those same strengths become constraints as you grow. You can’t scale yourself. Every deal still depends on your presence. Your process lives in your head. Others can’t replicate what isn’t written down. Your buyers trust you, ...

November 4, 2025

Stop Letting the Prospect Control YOUR Sales Cycle

Does this sound familiar? “We’ll need to talk internally, and then we’ll get back to you.” Let me guess, you hear this right after you’ve finished your software demo and are trying to schedule another call. Am I right? Keeping deals flowing through the pipeline is critical for you to hit quota and for your company to realize its revenue goals. However, preventing deals from stalling out and prospects from ...

September 11, 2023

The Hidden Pitfalls of Over-Scripting Sales Calls

I make my living creating and improving sales processes and creating sales playbooks, so it might seem strange that I’m making a case for NOT over-scripting sales calls for SDRs, AEs, and CSMs. The fact is, I’ve never been an advocate for scripting. Instead, I say, “Hire smart people and teach them the framework of each type of call and let them use their words and personalities to get the ...

June 15, 2023

No Sales Process = No Revenue Progress

Co-Written with Rachel Epstein Salespeople often don’t enjoy following imposed rules around selling. And we get it – it can seem more like a burden than a benefit. But companies without a formalized and documented sales process are more likely to have underperforming reps who generate less revenue. In fact, HBR reports that companies with a formal sales processes in place see a 28% increase in revenue. It’s simple… if ...

October 21, 2022

Recession-Proof Your Pipeline…..Now

We’ve had a lot of turbulence in the last three years. The pandemic, the Great Resignation, and most recently the war in Ukraine which has pushed the price of oil and gas to an all-time high. All this turmoil has increased prices of just about every consumer good and I’m now seeing an impact on business spending because of talk about a looming recession. The result for your sales team ...

June 1, 2022

Own Your Life and Your Future

I started using #ownyourownshit about 5 or 6 years ago when I was in an environment where there were a lot of excuses flying around. The reality was, those individuals, the ones with all the excuses, could have controlled a lot more than they were taking responsibility for. The majority of complaints I hear from sales reps revolve around things that they can control and either choose not to, don’t ...

July 19, 2021