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...
12 days 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...
18 days 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,...
25 days 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...
about 1 month 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...
about 1 month ago • 5 min read
Happy New Year!🎉 I hope you've had a chance to recharge, unwind, and spend time with family and friends. I'm still on a semi-break, trying to enjoy the New Zealand summer—so I'll keep this week's newsletter short but impactful. A client asked me if Sales Navigator is needed in their lead and sales development. While Sales Navigator is one of the most powerful prospecting platforms available, it requires strategy, process, and experience to use effectively. Without proper knowledge, its...
about 2 months ago • 4 min read
How Was 2024 For You? Before we start thinking about 2025, it’s crucial to reflect on our wins, our lessons, and the moments that tested our grit. Did you crush your goals? Yes! Or perhaps you realised some weren’t worth chasing after all? Maybe you had breakthroughs in client relationships, leadership, or personal resilience. Whatever the case, a review isn’t about dwelling on failure —it’s about learning. The beauty of reflection is that it reconnects us with our "why." Why we started, why...
about 2 months ago • 4 min read
One of the biggest challenges in sales is effective follow-ups. And no wonder—we're dealing with human beings. One of my clients referred me to their client who had shown interest in my sales training. After my client made an email introduction, I reached out to the prospect. No response. I followed up with another email a week later. Still no response. Will I give up? Hell no! I sent him a LinkedIn connection request and set a reminder in my CRM to call them in the new year. Research shows...
2 months ago • 6 min read
I just returned from a weekend getaway to Waiheke Island with three colleagues I've worked with for over 15 years in the telecommunications industry. Reflecting on our journey together was fascinating—what started as peer-to-peer relationships evolved into client-account manager relationship, then back to peers, and once again to professional collaborations. It’s a testament to how enduring and dynamic professional relationships can be, don’t you think? Surprisingly, despite our long history...
2 months ago • 6 min read