Complimentary Courses
Getting-To-Predictable-Prospecting
A speedy-course designed to help you assess & evaluate your pipeline for prospecting (top-of-funnel).
Skill Level: Green ⬤ [Novice]
Examine the 8 assessment steps for building a consistent prospecting pipeline.
What outcome you can expect
Each step has a corresponding workbook section to complete. If you complete the workbook, you are well on your way to confidently planning, and eventually building, your own unique pipeline for prospecting - one that is structured to maximize your return-on-effort (ROE).
Course ID: GTPP-101 (SC)
7-Healthy Phone Habits To Get More First Meetings
A skills speedy-course designed to help you get more meetings with prospects.
Skill Level: Green ⬤ [Novice]
Examine the 7 telephone habits for getting more first & follow-up meetings.
What outcome you can expect
Each step has a corresponding workbook section to complete. If you complete the workbook, you are well on your way to confidently planning meaningful conversations that get more meetings and move your prospects more swiftly through the pipeline. You’ve worked hard to get people to respond to your inquiries. Don’t bungle your sales conversations because you fail to properly prepare.
Course ID: 7HAB-101 (SC)
Articles
Find the Hidden Exit Ramps in Your Pipeline
If you’ve ever watched a promising opportunity quietly drift away, you know the sting. It’s rarely your product or people that failed—it’s the unseen exit ramp somewhere between lead origin and Sales Qualified Opportunity (SQO). And the irony?Your CRM already knows exactly where it is. The Real Problem Isn’t Lack
Why Your Fastest Teams Quietly Lose Revenue-Generating Momentum
Executive Note: Most pipeline slowdowns aren’t caused by bad leads or lazy follow-up. They’re caused by teams running different races. In this essay, I’ll show how “process drift” — the invisible friction between sales and marketing — subtly drains 20%+ of your growth, and how top B2B growth companies
Seven Prospecting Telephone Tips
E-mail replies are showing up in your in-box. They’re in your targeted accounts. Or, you mapped into your target account, found-the-right-person and are working on scheduling your initial meeting. Or you have your hands on a highly scored lead from Marketing and you are trying to follow-up. Are you stalled?