Thirty years in enterprise sales. One lesson at a time.
I Used to Think Big Weeks Built Great Careers.....
Most sellers chase intensity—big weeks, big activity, big bursts of effort. But those spikes don’t create predictable results… they create pipeline gaps. The sellers who win long-term build consistency into...
I Used to Think Big Weeks Built Great Careers.....
Most sellers chase intensity—big weeks, big activity, big bursts of effort. But those spikes don’t create predictable results… they create pipeline gaps. The sellers who win long-term build consistency into...
I Used to Think I Was Losing Deals One Conversa...
Most sellers think great results come from great moments—the perfect call, the flawless demo, the big close. But the truth is, every outcome is produced by a system. This week’s...
I Used to Think I Was Losing Deals One Conversa...
Most sellers think great results come from great moments—the perfect call, the flawless demo, the big close. But the truth is, every outcome is produced by a system. This week’s...
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...