Asking hard questions in sales brings up the same type of anxiety I had when I was a kid sitting outside the principal’s office for being naughty. I had a million dollar expansion deal with an exi...

The AI hype of today looks nothing like it did five years ago. Back then AI lived in the corporate world. Netflix used it for predictive algorithms. IBM Watson designed perfumes (but can’t smell a...

Within a deal, you’re qualifying two distinctions: the deal you have versus the deal you want. Through a sales cycle, it’s hard to tell the difference. A few years ago I ran a deal that looked rea...

Day 7 into the 30 day writing challenge. It’s 10:30pm on a Sunday night and I’m staring at my computer, just waiting to see if this will magically write itself. Today I’ve caught up on local rugby...

Every sales deck is a joke. A joke has three parts. The premise, the setup and a punch line. Sales decks need to do the same thing. Set the scene, identify the problem statement and then deliver a...

Fourteen years ago I left New Zealand. Two suitcases, a spot on Pete and Zoe’s couch and savings (9.5 days of cashed out annual leave) were all I had. Melbourne. I’d never been here before but I t...

I love photography and I turned it into a side hustle. I got a chance to shoot for a sports apparel brand and to be honest. It just felt like a job. Shooting content for a brand sounds like the be...

Nothing is more painful than filling out MEDDIC in the CRM. Metrics - check. Economic Buyer - Google the name of the CIO. Champion - select the person with the highest lead score from marketing. ...

The earliest viral moment of the franchise comes on a balmy Monday night at Suncorp Stadium, June 2013. With the Warriors dismantling the Brisbane Broncos on national television, a camera pans acro...

I’ve stood at the start line over a hundred times. I get inspired with a new challenge, I read and watch everything under the sun. I strategise, build systems and frameworks to take the challenge ...