Practical advice on meeting management, note-taking, and staying organized, for people who'd rather close deals than configure software.
The salespeople who seem to have an amazing memory for clients almost never do. They have a system. Here's how to remember the details that matter without relying on your brain.
Read article →BANT is the oldest trick in sales qualification, and for simple deals it still works. Here's what each letter means, the questions that reveal it, and where it falls short.
Read article →Both frameworks answer one question: is this deal real and worth your time? They just answer it at very different depths. Here's when to reach for each.
Read article →The hard part of account management isn't any single account. It's holding twenty in your head at once. Here's a simple system that carries the load for you.
Read article →Almost everyone starts with a spreadsheet. It works, right up until it doesn't. Here's exactly where the grid breaks down, and what a personal CRM does instead.
Read article →Salesforce and HubSpot were built for managers to report on pipeline, not to help you prep for your next call. Here's what a personal CRM does differently, and why most salespeople quietly run both.
Read article →Once you have more than a handful of clients, memory and a spreadsheet stop working. Here's a simple system that keeps every relationship straight, whether you have 5 clients or 50.
Read article →A spreadsheet of call logs looks organized for a week. Here's a simpler system, organized by customer, that keeps every call, outcome, and next step where you'll actually find it.
Read article →Most sales call notes are useless three weeks later. Here's a simple template, and a system, that keeps them clear, searchable, and tied to the deal.
Read article →The complete guide to the personal CRM: what it is, how it differs from Salesforce or HubSpot, what to track about each customer, and how to walk into every call prepared.
Read article →Your company CRM is for your manager. A personal CRM is for you. Here's why the best salespeople quietly keep both, and what belongs in each.
Read article →Most discovery calls collect a feature wishlist and miss the actual problem. Here are the questions that surface real pain, and how to capture the answers.
Read article →The meeting went well. Then nothing happens. A good follow-up is what turns a nice conversation into actual progress. Here's how to write one that gets a reply.
Read article →Most meeting notes end up in a random doc and never get read again. Here's a system that keeps them useful: linked to the right people, searchable, and actionable.
Read article →MEDDPICC sounds like alphabet soup, but it's really just eight questions that tell you whether a deal is real. Here's each one in plain English, with examples.
Read article →When you're interviewing at six companies at once, the details blur. Here's a simple system to keep every conversation, contact, and next step straight.
Read article →Great meeting prep isn't about hours of research. It's about walking in knowing the history, the open items, and the one thing you want to achieve.
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