Articles
Champions Do Extra. Leaders Do Too.
June 2, 2026
Accountability
May 26, 2026
What works best in sales to make new sales?
May 19, 2026
Your Price Is Too High
May 12, 2026
I want Fast, Cheap, and High quality
April 28, 2026
Most job ads don’t attract top talent… they repel it.
April 21, 2026
Easter seems to be a good time to take a break
April 7, 2026
8 things that will NEVER change in sales…
March 31, 2026
MEDDPICC - Why the P Matters in MEDDICC
March 5, 2026
Buying from a Seasoned Salesperson
March 3, 2026
This past week, someone reached out to me and asked...
February 24, 2026
“Let’s close deals” isn’t motivation. It’s the outcome.
February 10, 2026
New Zealand Government AI Advisory
January 9, 2026
Are we there yet?
December 16, 2025
Goal Setting and Sales Plans for 2026
December 9, 2025
The 5 Deal-Killing Patterns Every Sales Rep Needs to Recognise
November 18, 2025
How to Help Your Client Buy Now (Not Later)
November 11, 2025
What’s the real value of a Sales Leader?
October 28, 2025
Are you performing like a top-sales pro or just acting like one?
October 21, 2025
What’s stopping you from moving forward with this solution?
October 14, 2025
Where do you start new business engagements inside a business?
September 30, 2025
Time waits for no sales person, ever.
September 23, 2025
Price matters when value is missing
September 16, 2025
A smile is the universal language, in travel, in life, and in sales.
September 9, 2025
We don’t have the budget
August 5, 2025
5 Basic Sales Strategies Every Seller Should Know
July 29, 2025
Last week didn’t go entirely to plan
July 22, 2025
Great Relationships Don’t Mean Weak Negotiations
July 15, 2025
Improve Your Power Position in Deals
July 8, 2025
Creating a Sales Cadence that Actually Works
July 1, 2025
Why You Must Win First and Then Negotiate
June 24, 2025
Have you Actually Won the Deal?
June 3, 2025
Win the Sale with Micro-Stories
May 27, 2025
Ever Felt Emotionally Rattled in a Deal?
May 20, 2025
What Separates Top Performers from the Rest?
May 13, 2025
Want to Close More Deals?
April 29, 2025
The 80/20 Rule in Sales
April 22, 2025
Funny Money: Why Every Seller Needs a Give-Take List
April 15, 2025
The Future of Sales: AI and Automation
April 1, 2025
Are You Holding on to Dead Deals? It’s Time to Let Go.
March 11, 2025
Sales Techniques for Introverts
March 4, 2025
Fear of Rejection Is Costing You Sales—Here’s How I Overcome It
February 25, 2025
Struggling to Get Your Sales Team to Prospect Consistently? Try this
February 18, 2025
February Check-in: Are You Still on Track?
February 11, 2025
Standing out in Sales Leadership During 2025
February 4, 2025
Where to Focus Now to Thrive in 2025
January 28, 2025
My Rule of 5 for Sales Success
January 20, 2025
Setting yourself apart in sales during 2025
January 14, 2025
2025 Focuses for Sales Leaders
January 1, 2025
Building and maintaining a high-performing sales team
December 17, 2024
Sometimes the Best Catch is the One You Let Go
December 10, 2024
Losing a Big Deal: A Sales Leader's Perspective
December 5, 2024
Persistence Pays Off – And the Work Doesn’t Stop There!
December 3, 2024
Sales Person Priorities for High Performance
November 26, 2024
The Importance of Win/Loss Analysis in Sales Success
November 19, 2024
Effective Sales Pipeline Management
November 12, 2024
9 Questions for Each Stage of MEDDPICC
November 5, 2024
10 Relevant Sales Leadership Topics
November 5, 2024
Implementing Sales Gates
October 31, 2024
Lead and Lag Indicators: The Compass for Sales Success
October 22, 2024
Making Tough Decisions in Sales and Life: Trusting the Process
October 15, 2024
How to Encourage Clients to Buy Now, Not Later
September 17, 2024
How to Be the Sales Leader Clients Remember and Return To
August 20, 2024
Four Signs Your Team Has a High-Performing Culture
August 6, 2024
MEDDPICC - MEDDICC is the foundation to build upon.
July 30, 2024
Making sales sexy again
June 18, 2024
How to Lead More Effectively: Focus on People!
May 28, 2024
Building Trust as a Leader
May 14, 2024
Selling Benefits Which Means That Features Become Value
April 30, 2024
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A simple recipe for finding opportunities
April 23, 2024
Bringing a colleague or "buddy" along to client meetings
April 16, 2024
Unlock Explosive Revenue Growth in Q2 with Data
March 12, 2024
Teamwork Makes the Dream Work: Revenue Edition
February 27, 2024
The Unexpected Secret Weapon in Sales Leadership: My School Mates
February 20, 2024
Boosting Sales Revenue in 2024: A Fresh Start
February 13, 2024
Leadership Integration
February 6, 2024
Setbacks and a Growth Mindset
January 30, 2024
Planning for a Sales Boom in 2024: Top Tips for Sales Leaders
January 23, 2024
Reviewing yours past years Goals and setting your new Goals
January 16, 2024
To wrap-up those final Discipline points lets look at these final 4
November 28, 2023
Discipline Helps With Control and Stress
November 21, 2023
Discipline 2
November 14, 2023
Discipline
November 7, 2023
USA Sales and Service - Three Elements to a Successful Sale
October 31, 2023
Selling Principles that I have learnt in my sales career
October 24, 2023
The Forgotten Art that is Magic in Selling
October 17, 2023
Selling to the Buyers Buying Process
October 3, 2023
Win the Champion First and then Sell the ASK to Power
September 19, 2023
Leaderboards are great for connecting teams tighter to the business
September 12, 2023
Three Elements of a Successful Sale
September 5, 2023
Two Common Sales Objections
August 29, 2023
A Couple of Sales Strategies for Ongoing Sales Success
August 15, 2023
My 8+8+8 Rule
August 8, 2023
10 Things that Require ZERO TALENT
August 1, 2023
Managers compared to Leaders
July 18, 2023
My 10 Essential Tips to Sales Success
June 27, 2023
Controllable and Uncontrollable
June 20, 2023
Benefits and Outcomes versus Features and Functions
June 13, 2023
Big Rocks
May 30, 2023
Talking to customers and working on the shop floor
April 14, 2026
If your team isn’t consistently applying MEDDPICC, don’t expect consistent results
May 5, 2026
by Steve Victor
This past week, three themes kept showing up across the sales teams I’m working with.
February 17, 2026
by Steve Victor
Sales KPIs aren’t there to police sales teams. They’re there to protect them.
February 3, 2026
by Steve Victor
35+ years of friendship. Same school. Same era. Very different paths.
January 27, 2026
by Steve Victor
It’s nothing new to see people and teams divided – Golf, Sales, and Marketing.
January 20, 2026
by Steve Victor
New year. Back at work. And the same question comes up every January.
January 13, 2026
by Steve Victor
When you step in as acting sales leader, you quickly see what teams struggle with most.
December 2, 2025
by Steve Victor
The sales leaders who win in 2026 will be the ones who understand technology, deeply.
November 25, 2025
by Steve Victor
You’d never run a business without a plan, so why run sales without a plan or strategy?
November 4, 2025
by Steve Victor
A smile is the universal language, in travel, in life, and in sales.
September 9, 2025
by Steve Victor
In sales I know I need to keep connected (and relevant) with my community
March 18, 2025
by Steve Victor
Struggling to Get Your Sales Team to Prospect Consistently? Try this
February 18, 2025
by Steve Victor
It's the final stretch (20 business days) before Christmas: How do you keep the momentum going?
November 22, 2024
by Steve Victor
Four strategic sales approaches you can implement to secure new sales in the next 8 weeks
October 29, 2024
by Steve Victor
The Power of MEDDPICC: Elevating Sales Performance Through Methodology Beyond MEDDICC
October 8, 2024
by Steve Victor
Under Promise and Over Deliver: The Key to Building Trust and Long-Term Success
October 1, 2024
by Steve Victor
Why Sellers Need to Sharpen Their Sales Process – Debunking the "Buyers Are Liars" Myth
September 24, 2024
by Steve Victor
Top sales tips as a sales leader to help your team achieve a successful quarter:
September 10, 2024
by Steve Victor
4 Ways to Empower Your Sales Team to Succeed in Today’s Economic Conditions
September 3, 2024
by Steve Victor
4 Strategies to Turn Around Your Sales Results in These Challenging Economic Times
August 27, 2024
by Steve Victor
4 Actions You Can Take Today to Pivot and Succeed in the Current Economic Climate
August 13, 2024
by Steve Victor
When to Hire a Sales Manager: Key Signs It’s Time to Invest in Leadership
June 25, 2024
by Steve Victor
Three ways the current business landscape makes it difficult to build trust as a leader:
May 7, 2024
by Steve Victor
Harnessing the Power of Sales Leadership: A Reflection on Q1 and the Opportunities Ahead
April 2, 2024
by Steve Victor
Shepherding the Flock vs. Leading the Charge: From Sales Management to Sales Leadership
March 26, 2024
by Steve Victor
3 Ways to Stop Playing the Hero and Start Making Heroes Out of Your Team
October 10, 2023
by Steve Victor
The Straight Line represents the shortest distance between prospecting and closing a deal, minimizing detours and distractions.
September 26, 2023
by Jordan Belfort
Leaderboards are great for connecting teams tighter to the business
September 12, 2023
by Steve Victor
Friday is my favourite day of the week and I bet Friday is a favourite too amongst many of you.
August 18, 2023
by Steve Victor
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