One of the biggest deal and most memorable deal won in my career was rolling out a public wifi network for Spark (an NZ Telco) when I was working at Ruckus (a wireless networking company). It’s not just because it’s a 7-figure deal but because it taught me and my team a lesson I'll never forget. We were pursuing New Zealand's largest mobile operator, I initially did what most tech vendors do – led with our superior technology. Our pitch was polished: best-in-class outdoor Wi-Fi access points,...
20 days ago • 2 min read
CEOs and sales leaders often believe that poor sales performance is primarily due to a lack of sales skills. This is only partly true. After conducting a discovery call and reviewing their B2B Sales Maturity Self-Assessment, they're often surprised by what I find: their team's underperformance isn't just about sales skills—it stems from a basic lack of understanding of the sales process. And in some cases, there's no clear sales process at all. Working on large enterprise deals the last 25+...
26 days ago • 4 min read
✨ Course update: Cohort 7 of my "Elite Sales: How to Win High-Value Enterprise Deals" course is now open! Classes start April 9 with an early-bird discount of $300 off until March 15. If you've been thinking about joining, check out the course details and reserve your spot. Questions? 📞Let's chat! Reading time: 5 mins Landing a new sales role is exciting! But it can also feel overwhelming. How do you hit the ground running while avoiding rookie mistakes? Your first 30 days are critical for...
about 1 month ago • 5 min read
I have been talking with AI Google Studio a lot lately. I am mind-blown everyday not only with the capabilities of Gen AI but the speed of how they improve every week. And it hit me. The superpower of a salesperson has evolved. It’s no longer about solving our client's problems. Today's buyers are so smart. They are highly informed, with so much information. They have Google, ChatGPT, Claude and so many new AI apps launching everyday. They have access to industry reports, and peer networks at...
about 2 months ago • 2 min read
Sales is a science, not an art—and it's not magic. Proven sales playbooks have existed for years (including mine!). Success in sales hinges on strategy, execution, and the right people—specifically, the invaluable contributions of Business Development people or BDMs. Their role is integral to the company's revenue performance. BDMs focus on identifying new business opportunities, building relationships with potential clients, and developing long-term growth strategies for a company. Sales...
about 2 months ago • 5 min read
You finally got that crucial meeting with the CEO or VP. Yay!!! Now it’s time to nail this meeting, turn it into an opportunity, progress into a sale or decide that it’s not the right account, and stop wasting time and precious resources. In B2B sales, we call this initial meeting a discovery sales call. Discovery meetings happen because you or your prospect/clients initiated a discussion. Discovery meetings are a great way to know your clients and their needs. This will help you provide them...
2 months ago • 5 min read
📢 One of my goals this year is to further support B2B sales teams through the Elite Sales Cohort and customized corporate training and coaching. I have opened up my schedule to take on new clients. My clients include high-performing sales teams from companies such as WTW, Google, Encapto, TFL, SSS, and Entelar, among others. If you often feel frustrated with navigating complex enterprise decision-making and clients who struggle to make decisions, I would love to help you develop strategies,...
2 months ago • 5 min read
January has rolled in, and you’re staring at an empty sales pipeline. Sounds familiar? November and December probably had you laser-focused on closing deals and finishing the year strong, while the holidays likely brought a lot of distractions. Here in Auckland, many businesses shut down completely for 3-4 weeks over summer, and without consistent prospecting, talking to clients, sales pipelines inevitably dry up. If your Q1 pipeline is looking slim, don’t worry—you’re not alone, and it’s...
3 months ago • 5 min read
Territory strategy and planning has been instrumental in driving significant enterprise deals throughout my career. During my time as Country Manager for Ruckus Wireless in New Zealand, our team achieved $3M USD in revenue within the first 12 months - a testament to the power of structured planning and execution. I'm sharing these insights because I've seen firsthand how the right strategy can transform territory performance. For enterprise sales teams looking to hit the ground running in...
3 months ago • 5 min read