by Dr. Tom | Jul 15, 2026 | Sales Leadership
Do you ever feel like you’re the only one who can actually close a deal in your company? I’ve been in the technology and services space for over 30 years, and I’ve seen this movie a thousand times. You start a company, you have a brilliant idea, and because it’s your...
by Dr. Tom | Mar 24, 2026 | Sales Systems & Pipeline
You're staring at your CRM, and the pipeline numbers look solid. Maybe even great. There's a healthy six-figure (or seven-figure) value sitting in there, deals spread across various stages, and your team swears they're "working" everything. Yet...
by Dr. Tom | Feb 24, 2026 | Sales Systems & Pipeline
You're the founder. You know your product better than anyone. And if we’re being honest…your “sales strategy” is mostly: be good, be liked, and know people. That works—until it doesn’t. Let’s lead with the three founder pains nobody puts on the pitch deck: 1) The...
by Dr. Tom | Feb 13, 2026 | Sales Systems & Pipeline
You've heard it a hundred times: "We need to review our budget," or "Let's circle back next quarter," or the classic "Send me more information." Your deal was progressing nicely, stakeholders seemed engaged, and then: nothing....
by Dr. Tom | Feb 13, 2026 | Sales Coaching & Training
You hired a talented sales rep. You put them through training. You gave them the pitch deck, the product demo, and access to your CRM. Three months later, they're still not hitting quota. Sound familiar? Here's the uncomfortable truth: most founders confuse...
