Everyone is always on the lookout for low-hanging fruit when it comes to sales opportunities. Done right, QBRs can be amazing ways to uncover client challenges you can help solve.

The RFP process doesn’t need to feel so adversarial. After all, you’re trying to find a partner to help you. What if you could find the best possible partner and build that relationship as you do it?

If the letters “RFP” make you shutter, don’t worry. There are ways you can increase your winning percentage. And it all has to do with overcoming human survival instincts.

Not everyone defines strategy the same way. Some don’t know how to define it at all, much less know how to create it. But it sure is hard to do the hard things without it. Get to the core of what’s possible through the COR Strategy process.

More than 2/3 of B2B sellers did not meet their sales quota in 2025, which is the worst it’s been in 14 years. But there are ways to improve your team’s performance.

Marketing and sales are different but inextricably linked, just like farmers and chefs - and that is the secret to unlocking how to maximize their alignment and collaboration.

My original intention in writing this was just to create a blog post with a few negotiating tips. Before I knew it, I'd written 12 pages and decided to just keep going. Eventually, it became a whitepaper. I guess I had a lot to say. I hope it helps you in the final phases of landing a new client.

Lately, I seem to be having so many business development conversations with business leaders that seek a squad of scavengers rather than a cohesion of cultivators. Buzzards can only bring back what they find, and it may not be what you want. That's short-term satiation. To truly grow and thrive as a business, you need cultivators to plant the seeds of opportunities and grow the herd of clients.

Blorp is the sales robot you know but wish you didn’t. Here’s why companies hire Blorp and why there’s a better way to gain new clients.

Remembering someone’s name sounds basic, but it can be the most powerful thing in creating relationships. And I’ve had to work at it.

Success isn’t just what you build—it’s who you become while building it, and those you help along the way.

Word of mouth is inexpensive, but also unpredictable. And if it’s your sole source of sales opportunities, you may be flirting with disaster.

Sometimes things you’ve seen your whole life speak to you in a new way in a moment of inspiration. And it also happens to be the secret combination for success in business development.

Brand meaning lives in the space between intention and perception. I’ve laid bare my intentions, but the perception is all yours.

How I learned to overcome Don Henley and realize what it really means to be successful in a sales role.