Field Notes
Sales Enablement, Onboarding, and AI for Sales
Practical, first-hand writing for sales leaders and the people who sell. Enablement, ramp, playbooks, MEDDICC, and using AI without the hype.
How to Improve Sales Onboarding and Training
Getting a new rep started the right way drives ramp speed, retention, and quota attainment. A structured, personalized onboarding system beats the firehose.
Debunking Sales Enablement Myths: What Software Companies Need to Know
Four myths about sales enablement that cost software companies real money, and what enablement actually is once you cut through them.
What Your Cold Emails Are Missing
A cold email that actually landed, and the four reasons it worked. Most cold emails fail because they try to sound impressive instead of believable.
Your Onboarding Checklist Is Costing You Reps
Most onboarding is a checklist: read this, watch that, good luck. That's abdication, and it's quietly costing you reps.
The Issue Isn't the People. It's the System.
The classic buddy program fails because of the system, not the people. Here's a card game that turns buddy time into real tribal-knowledge transfer.
How to Build Real Sales Confidence
Sales confidence isn't a personality trait, it's preparation. Train reps like pilots: reps and simulations before the live call.
The Sales Leader's Dilemma
Don't wish it were easier. Wish you were better. The only sustainable advantage for a sales leader is a team that keeps leveling up.
Why Sales Teams Stall, and What to Do About It
Missing quota? More pipeline usually isn't the fix. The three real reasons teams stall: an outdated motion, a conversion gap, and AI outpacing your reps.
Starting Strong: The Case for Fractional Sales Enablement in Your New Role
New VP of Sales or CRO? A fractional enablement leader gives you speed to impact, objective clarity, and senior expertise without the full-time cost.
Sales 101: Essential Tips for Solo Entrepreneurs
The sales essentials for going it alone: know your product and customer, build relationships, follow up, and track what works.
Mastering the Competition Element in MEDDICC
Your biggest competitor is often 'do nothing.' How to position against every option, from direct rivals to the status quo.
Cultivating Champions in MEDDICC
A champion sells for you when you're not in the room. How to spot a real one, develop them, and avoid mistaking a fan for a champion.
Leveraging Identified Pain in MEDDICC
Identified Pain is the foundation of the sale. How to uncover it, quantify it, and use it to create urgency, without overdoing it.
Mastering the Decision Process in MEDDICC
The Decision Process in MEDDICC: validation, approval, and how to map a prospect's buying journey before it stalls your deal.
Mastering Decision Criteria in MEDDICC
How to uncover and shape the criteria your prospect uses to decide, including the informal ones they never write down.
MEDDICC: Navigating the Economic Buyer
How to find and engage the economic buyer, the person who actually controls the budget, and the deal.
Mastering MEDDICC: Metrics
The Metrics element of MEDDICC: how to quantify your impact in terms buyers care about, and build a metrics-driven sales motion.
Implementing MEDDICC: A Guide for Sales Leaders
A high-level guide to the MEDDICC qualification framework, and six practical steps to roll it out across your sales organization.
The Power and Pitfalls of Mirroring in Sales
Mirroring builds rapport when it's subtle and backfires when it's not. How to match a prospect naturally, and where the line is.
Harnessing Neuroscience to Boost Sales Strategies
People decide on emotion and justify with logic. Four brain-based principles you can use ethically.
When to Use Your Sales Pitch Deck
Showing your deck on the first call is a mistake. Discovery comes first; the deck belongs on call two, tailored to what you learned.
The Power of Highlighting Inaction in Sales
Most reps sell the upside. Showing the cost of doing nothing taps loss aversion and creates real urgency.
Why Open-Ended Questions Matter in Discovery Calls
Open-ended questions are how you actually learn what a prospect needs. The three types to use, and how to run a discovery call around them.
The Power of Storytelling in Sales
Facts are forgotten; stories stick. The three story types every seller should have ready, and how to tell them.
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