When the Pitch Comes Before Understanding
During a call review, I noticed an SDR move straight into the pitch as soon as the prospect mentioned a challenge. At first, it sounded logical. The SDR recognised a…
Listening Is Not Waiting to Speak
Many sales professionals hear every word and still fail to listen. They wait for the prospect to finish so they can ask the next question, connect the answer to the…
The Gatekeeper May Be Your Best Source of Information
The person who answers the phone may know more about the route into the organisation than the person you are trying to reach. Yet many sales professionals approach the gatekeeper…
What Your Follow-Up Questions Reveal
The first question may open a sales conversation. The follow-up question shows whether the answer mattered. Sales professionals often prepare thoughtful questions before a call. That preparation is useful. But…
What the Prospect Assesses During a Sales Call
Every sales call is a two-way interview—but we often review it as if only the seller is assessing. When I listen to a sales call, I do not only consider…
Every Sales Call Is a Two-Way Interview
What is a good sales conversation actually trying to achieve? For me, it is not about convincing someone to say yes. It is a conversation in which both sides try…
Coach the Pattern. Train the Structural Gap.
Coach individual patterns. Train structural gaps when the same issue repeats across the team.
Not every performance issue needs training. Sales coaching helps managers diagnose individual patterns before turning repeated team gaps into structured training.
AI Shows the Pattern. Coaching Finds the Reason
AI can reveal the pattern, but coaching is needed to understand the reason behind it.
AI can reveal sales performance patterns, but coaching is still needed to understand the behaviour, confidence and questions behind the numbers.