by Dr. Tom | Mar 24, 2026 | Uncategorized
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 | Mar 10, 2026 | Uncategorized
You’ve invested in sales coaching. Or at least, you thought you did. Maybe it was that three-day workshop with the slick facilitator. Maybe you brought in a “sales guru” who promised to transform your discovery process. Your reps nodded enthusiastically, took notes,...
by Dr. Tom | Feb 24, 2026 | Uncategorized
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 | Uncategorized
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 | Uncategorized
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...
