📢 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,...
11 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...
19 days 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...
26 days 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 1 month 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...
about 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...
about 2 months ago • 6 min read
I got this question from a student in my November course cohort: How do you manage pricing discounts? I’m always caught up with my clients asking for discounts and I’m afraid to lose the deal! Indeed, this is a common dilemma. You're so close to sealing the deal, and then it happens. The customer asks, “Can you offer us a discount?” It’s the moment many sales professionals dread—a potential hit to your bottom line, yet turning them down outright feels like risking the deal entirely. Balancing...
2 months ago • 6 min read
You know that feeling. You’ve just finished a productive meeting with a client. The energy is high, and both you and your client are eager to tackle the challenges ahead. You part ways, feeling optimistic, believing a deal is just around the corner. But then... nothing. Weeks pass, and the deal remains in limbo. Sound familiar? So what happened? Perhaps your client “champion”, just as invested in the success as you are, might be hitting their own roadblocks in internal politics. Or Your...
3 months ago • 3 min read
