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Stop Blaming the Refs: The Hard Truth About Why Salespeople Lose Deals

In sales, it’s easy to blame the customer when a deal slips away. It sounds familiar:“They went with the cheaper option.”“They didn’t understand the value.”“Procurement shut it down.” Those statements feel true in the moment—but they’re often not the real story. Blaming price or the customer is the sales equivalent of a football player blaming […]

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Selling Strategies for Medical Sales: Uncovering Influence, Expanding Access, and Leveraging AI

Over the past three decades, I’ve had the privilege of working with over a hundred sales organizations in life sciences and medical devices. One truth has become clear: medical sales is getting tougher. Access is harder, buying committees are larger, and the stakes are higher. And selling strategies for medical sales aren’t keeping up. What […]

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Avoiding the Most Common Sales Mistakes: Making Assumptions

One of the sneakiest threats I see in sales isn’t lack of effort, weak messaging, or even competitor pressure. The most common sales mistakes begin with making assumptions. And ironically, the more experience a sales rep has, the more likely they are to assume. I’ve been guilty of it too. But assumptions are silent killers […]

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Start with the End in Mind: Aligning Learning to Sales Strategy

In the life sciences industry, commercial learning and development teams face relentless pressure to demonstrate that sales training programs are more than check-the-box or “feel-good” events—they must show measurable business impact. Yet a stark reality remains: sales organizations invest millions annually in training, and these efforts too often fail to deliver the results the business […]

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Lost Opportunities: 5 Sales Assumptions That Quietly Kill Deals

In a recent episode of The Sales Hunter Podcast, I had the pleasure of joining Mark Hunter to explore one of the most persistent threats to sales success: sales assumptions that quietly kill deals. These aren’t just innocent shortcuts in thinking. They’re silent killers of progress—especially in complex B2B sales. When left unchecked, assumptions can […]

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Why Influence in Sales is Relative: The Sales Advantage of Knowing Who Really Drives Decisions

In sales, we often hear about the importance of identifying and working with influencers—those individuals who play a pivotal role in shaping a customer’s decision. But a critical truth is often overlooked: not all influencers are created equal, and more importantly, no two individuals can have exactly the same level of influence over a decision. […]

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Stop Blaming the Refs: The Hard Truth About Why Salespeople Lose Deals

Selling Strategies for Medical Sales: Uncovering Influence, Expanding Access, and Leveraging AI

Avoiding the Most Common Sales Mistakes: Making Assumptions

Start with the End in Mind: Aligning Learning to Sales Strategy

Lost Opportunities: 5 Sales Assumptions That Quietly Kill Deals

Why Influence in Sales is Relative: The Sales Advantage of Knowing Who Really Drives Decisions

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