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In 5 weeks I'll be participating in the Kyiv Unbroken Marathon. This week has really sucked prep-wise. I’ve been feeling really sick, so pulled the plug on the gym and race training. Today’s the first day I’ve kind of felt okay, so really hoping to ease back into it next week.

Here’s a sales productivity hack for EOY: Run a pipeline report against your average sales cycle. Lost deals take longer. If a deal is dragging, it’s probably dead. Self-check your pipeline today!

For better discovery calls: Ask thoughtful, open-ended questions that build on your initial perspective. “Can you describe how…” “Help me understand why…” “Could you walk me through…” What question would you add?

How do you feel after your 1:1s with your manager? Motivated? Confident? Maybe a bit lost? Yesterday, I was wrapping up a coaching session when my client leaned towards their laptop with a big smile and said: "This part is what I live for. I’m ready for the pep talk!" It made

In sales, it's not about how many calls you make. It’s about how much value you deliver. If your next call won’t provide a 4 or 5-star experience for the recipient, why make it? Focus on fewer, better calls.

Leaders, your job is simple: Don’t micromanage. Facilitate. Set a few clear principles, then remove the roadblocks that hold your team back. Trust their talent. Let them thrive. Your role isn’t to control – it’s to empower.

Nothing builds trust like honest advice. Don’t talk down competitors. Highlight what they do well. Build credibility. Build trust. Truth is: most vendors can do the job. Be the person they want to work with.

I shifted from writing software to selling it. But still I was able to: - Help diagnose diseases faster - Save lives on the road - Catch fraudsters Today I coach others to success. Where can your skills make a difference? You know your customers’ “why,” but what’s yours?