Thirty years in enterprise sales. One lesson at a time.
I Used to Say, "I Don't Play Politics."
Most sellers say, “I don’t play politics” like it’s a strength—but what if it’s actually holding them back? This post breaks down why internal trust—not politics—is the real driver behind...
I Used to Say, "I Don't Play Politics."
Most sellers say, “I don’t play politics” like it’s a strength—but what if it’s actually holding them back? This post breaks down why internal trust—not politics—is the real driver behind...
I Used to Think Great Opportunities Were Assign...
Most sellers believe deals are won in front of customers. But inside every company, a quieter dynamic is shaping opportunity long before the first meeting ever happens. This week we...
I Used to Think Great Opportunities Were Assign...
Most sellers believe deals are won in front of customers. But inside every company, a quieter dynamic is shaping opportunity long before the first meeting ever happens. This week we...
The Questions Great Managers Ask About Pipeline...
Pipeline calls shouldn’t be the first time your deals face scrutiny.Great sellers pressure-test their own forecast before anyone else does. In this lesson, we break down three questions every rep...
The Questions Great Managers Ask About Pipeline...
Pipeline calls shouldn’t be the first time your deals face scrutiny.Great sellers pressure-test their own forecast before anyone else does. In this lesson, we break down three questions every rep...
The Day I Realized Forecasting Was Never About ...
Most sellers treat forecasting like reporting.Top performers treat it like judgment. In this Forge for Sellers leadership article, JV breaks down why forecast accuracy isn’t about spreadsheets — it’s about...
The Day I Realized Forecasting Was Never About ...
Most sellers treat forecasting like reporting.Top performers treat it like judgment. In this Forge for Sellers leadership article, JV breaks down why forecast accuracy isn’t about spreadsheets — it’s about...
The Discovery Call I Thought Went Great
The Problem Behind the Problem Discovery, Diagnosis & Problem Framing Most discovery conversations feel productive. Questions get asked. Notes get taken. Problems get listed. But nothing sharpens. Discovery isn’t about...
The Discovery Call I Thought Went Great
The Problem Behind the Problem Discovery, Diagnosis & Problem Framing Most discovery conversations feel productive. Questions get asked. Notes get taken. Problems get listed. But nothing sharpens. Discovery isn’t about...
The Executive Meeting Went Well
If the executive meeting felt “fine,” you probably didn’t move it. Access isn’t influence. Polished decks and memorized messaging don’t create decisions — they create polite conversations. At the executive...
The Executive Meeting Went Well
If the executive meeting felt “fine,” you probably didn’t move it. Access isn’t influence. Polished decks and memorized messaging don’t create decisions — they create polite conversations. At the executive...