In the Funnel Sales Coaching

05/15/2026

A hard truth:

Most salespeople are not underperforming because they lack talent.

They’re underperforming because they lack structure.

No clear process.
No repeatable framework.
No coaching.
No accountability.
No strategy.
Just pressure.

The best sellers in the world don’t “wing it.”

They operate with strategy, process and discipline.

That’s exactly why top athletes still have coaches.

And why top salespeople should too.

If your sales results feel inconsistent right now, don’t immediately question your ability.

Question your system.

Invest $25 o Amazon to learn ours. It's been an Amazon to 10 best seller in 3 categories for almost 2 years.

05/15/2026

One of the biggest myths in professional sales is that constant motion equals progress.

It doesn’t.

A few days away with Donna in Aruba reminded me that sustainable performance requires more than hard work. It requires clarity, perspective, and the discipline to recharge.

One of the lessons I’ve learned running In the Funnel Sales Coaching

and writing Learn to Love Selling – The Universal B2B Sales Playbook is this:

The best sales leaders are not “always on.”

They know when to step back, think strategically, and recover so they can lead at a higher level.

Ironically, some of the best ideas I’ve had for clients, workshops, and future projects have come while temporarily away from the office.

Not because I stopped caring.

Because I finally had space to think clearly again.

Grateful for the time away, the sunshine, and the opportunity to recharge with Donna before an exciting stretch ahead.

I hope everyone finds some time this long weekend to recalibrate, and recharge properly.

Perhaps you might even enjoying reading a book?

If only, I had a suggestion for you 😊

05/14/2026

05/13/2026

In Learn to Love Selling, I write:

“If there is no compelling reason for the prospect to buy your solution, either keep working through the discovery stage or disengage.”

That advice saves sales professionals enormous amounts of wasted time.

Not every opportunity is real.
Not every prospect has urgency.
Not every conversation deserves a proposal.
Not every meeting belongs in your pipeline.

Professional selling requires the discipline to discover whether meaningful business value actually exists.

The strongest salespeople don’t force opportunities.

They qualify and disqualify relentlessly

They DISOVERY deeply with authentic curiosity.

They EARN the right to discuss their client's business.

And they focus their energy where they can truly create impact.

That’s how sustainable pipeline growth happens.

05/07/2026

Would your clients pay for a sales call from you?

It's a tough question, but a good benchmark to shoot for.

Your clients and prospects need insights, value and guidance to help them these days.

Show them the respect of preparing for the meeting time they offer you with our Sales Call Planning Pulitzer.

If you'd like a copy of the tool, just comment "Send me the tool please"

05/06/2026

For years I used to vacation the wrong way.

I would stay connected to work and be available 7 x 24 to teammates and clients as needed. Checking email frequently, kept a portion of my attention at the office for the entire trip.

Coaches, clients and teammates constantly told me that I didn't need to do this and that they wouldn't bother me while away. But I was so hard headed in my beliefs that I was going "above and beyond" by staying pugged in.

I wasn't.

I was being undisciplined.

I would return to work after the vacation less rested that I could have been, and over time, that must have had an impact on my performance.

Now, I know better.

I completely turn off on vacation and leave my clients, work and even business reading materials at home. The years have taught me that if I can do this, I return to the office truly refreshed and energized which makes me SO MUCH better for my clients and teammates.

My pals at Strategic Coach call these "Free Days".

I leave my phone at the hotel (except when I need music for the gym). I DO NOT check email or voicemail and my teammates know to contact Donna if there is a work emergency.

This way I come back rested and recharged and looking forward to engaging my clients and teammates.

Donna and I love a beach vacation every year even though only one of us has the complexion for it 😊.

What are your favoriate habits to rest, recharge and re-calibrate every day, week, month and quarter?

05/05/2026

Growth Is Intentional

The best salespeople I know have one thing in common:

They are always improving.

Not dramatically.

But consistently.

Better questions.
Better preparation.
Better thinking.

That’s how careers compound.

👉 This book is built for that mindset

04/21/2026

Sales is about helping clients achieve meaningful business outcomes. If you interact with clients, you are in sales.

I love running keynote workshops with clients who understand that everyone on the executive team plays a role in sales. It was a pleasure and privilege to work with the top leaders at .

These amazing client-focused, growth-oriented leaders are dedicated to supporting their clients and their clients' customers.

Organizations that prioritize customer needs (like ) enjoy amazing success for a reason. The team at is investing in the skillsets, mindsets, and toolsets necessary to deliver value, insights and knowledge to their exceptional clients.

Bravo!

04/20/2026

Everything else depends on this.

In Learn to Love Selling, we provide structured discovery frameworks and tools to help you do this properly—every time.

Professionals don’t “wing it.”

They prepare.

They diagnose.

They earn the right to move forward with value, insight and deep knowledge.

Learn to Love Selling - An amazon best seller for 20 months.

04/19/2026

Sales isn’t pitching. It isn’t just persuasion.

And it definitely isn’t pressure.

The best sales professionals operate more like consultants than sellers.

They diagnose.
They ask better questions.
They help clients solve meaningful business problems.

Because in B2B sales:
How you sell is just as important as what you sell
That’s the shift most organizations haven’t made yet.

Which is exactly why so many teams struggle to consistently hit their numbers.

In Learn to Love Selling, I break this down into a practical system—one that includes discovery frameworks, value positioning, and deal strategy tools you can actually use.

The market is evolving.

Sales Professionals WILL evolve with it.

If you’re serious about hitting next level in sales, start thinking differently.

Invest $25 in your future on Amazon today.

It's been an Amazon Best Seller for 20 months.

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