Previously I discussed lean sales cycles and their importance for scaling startups or established companies. A repeatable, high-margin sales cycle is also necessary to train outsourced sales teams or ...

Managing Director of Sales Readiness Group, a part of SBI. Author and speaker with a passion for coaching teams to peak sales performance. Generative AI is rapidly changing how sales teams operate.

Process beats perfection: Following a structured sales process consistently is more valuable than chasing the “perfect” method. Five-stage framework: Plan → Prospect → Impress → Win → Nurture — a ...