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AWS deliberately avoids the trappings of a traditional sales organization — no sales kickoffs, no pressure to push unused products — and instead anchors its commercial culture around what it calls "customer obsession," Amazon's stated first leadership principle. Theo Gottschalk, a strategic director
Severe procrastination, failing working memory, and outsized emotional reactions to perceived slights are the clearest warning signs that a salesperson may have undiagnosed ADHD, according to coach Ian Tenenbaum. The most misunderstood of these is Rejection Sensitive Dysphoria — a condition in which
At 32, Robbie Jones reached a realization through coaching that reframed his entire professional drive: he had spent his life believing he was only worthy of love when he was achieving something. That conviction, he says, functioned as rocket fuel — making relentless work feel effortless and every c
The conventional wisdom that salespeople need a pipeline five times their quota is, according to enterprise sales coach Ian Koniak, a sign that most of those deals are fictitious. He argues that an average closer wins roughly 47% of real opportunities, meaning a 2x pipeline of genuinely active deals
After inheriting an account where a previous rep had quit and the client had concluded Salesforce was too immature for its needs, Alpesh Patel rebuilt the pitch from scratch around a single existential threat: the potential obsolescence of the company's 100,000 human insurance agents in the face of
When a mid-level contact stalls a sales process, one effective workaround is to draft concise, bullet-pointed emails for your own executives and have them reach out directly to their counterparts at the prospect company. Matty Pauls described doing exactly that — ghostwriting messages for his CFO an