INSIGHTS
THE SKILL AI CAN'T STEAL:
Why Emotional Quotient (EQ)
Is the Most Valuable Asset in Your Bag Right Now
Here’s a sentence you’ve probably heard a hundred times in the last twelve months: AI is going to transform sales. True. It already has. AI is writing first drafts of your outreach. It’s scoring your leads. It’s analyzing your calls and telling your manager which deals are at risk before you do.
How to Sell a Test the Lab Is Afraid to Bill For
You’ve done everything right. The medical director loves the clinical utility. The lab manager is intrigued by the workflow. And then someone in the room says it — “We’re not sure what reimbursement looks like on this one.” And just like that, the momentum stalls. If you sell in the molecular, pharmacogenomics, or advanced diagnostics space, you know this moment well. And honestly? The lab isn’t wrong to hesitate.
Enterprise Deal Discipline is Back...
And Average Sales Reps are Feeling It!
If you’ve been in enterprise software sales long enough, you remember when a great demo and a strong relationship could get a deal across the finish line. Those days are over. Right now, across every vertical I work in — GovTech, healthcare SaaS, utilities software, enterprise platforms, and even within my clinical lab practice — hiring managers are talking about one thing: deal discipline. And it’s quietly reshaping who gets hired and who gets managed out.
The Retention Revolution:
Building a Sales Culture That Keeps Your Best People
There is a problem hiding in plain sight in most sales organizations. The average annual turnover rate for sales roles sits at 35% — nearly three times the cross-industry average of 13%, according to HubSpot. Nearly half of all B2B sales organizations report annual turnover rates above 30%, per SiriusDecisions. If you have not made retention a cultural priority, you are not running a pipeline problem.
Sales and Marketing - The Odd Couple …OR
The Couple at Odds?
Welcome to 2026, where we have AI that can write code, predict customer churn, and generate photorealistic images of cats playing poker, or in my case as a recruiter, the beloved “purple squirrel”. Yet sales and marketing teams are still fighting about the same thing they fought about in 2015: what counts as a qualified lead. This isn’t just annoying. It’s expensive.
Medicare Reimbursement Changes Nobody's Talking About
(But Should Be)
Let’s talk about everyone’s favorite topic: Medicare reimbursement policy. I know your eyes are glazing over, but here’s the thing: while you’ve been perfecting your pitch, CMS has been quietly rewriting the rules. And if you’re not paying attention to reimbursement changes, you’re showing up to a poker game without knowing they switched the rules.
Selling Lab Diagnostics in 2026: A Love Letter to the Most Exciting Industry You've Never Heard Of
Look, I get it. When people ask what you do for a living and you say “I sell clinical lab diagnostics,” you’re usually met with the same glazed-over expression someone gets when you start explaining your fantasy football strategy. But here’s the thing: we’re living in the golden age of hawking PCR machines and chemistry analyzers, baby!
Beyond the Dashboard:
Why the Best Sales Leaders Are Measuring What You Can't See...
There’s a question keeping sales enablement leaders up at night: “Can you prove this is working?” For years, we’ve answered with the usual suspects—quota attainment rates, win percentages, average deal size, sales cycle length. Clean, quantifiable, executive-friendly numbers.
The Sales Leader's AI Toolkit:
A Cheat Sheet for Tools That Actually Move the Needle
AI-powered sales tools have exploded from novelty to necessity in record time. But with hundreds of platforms promising to revolutionize your sales process, how do you know which ones actually deliver? This is your practical guide to the AI tools that are genuinely increasing productivity and conversion rates for sales teams right now—what they do, what they’re best at, and who should be using them.
How to Handle Condescending Clients Without Losing Your Cool
We’ve all been there. You’re in a meeting, presenting your amazing product, service, or brilliant work, when that client leans back in their chair with a smirk and says something like, “Well, I suppose that’s… cute. But let me explain how this actually works in the real world.”
Sales Training Methodologies:
Identifying Your Winning Approach
In the competitive world of sales, having a proven methodology can mean the difference between consistently hitting your targets and struggling to close deals. While raw talent and persistence matter, the most successful sales professionals rely on structured approaches that have been tested across thousands of deals and organizations.
The Sales Interview- Do's and Don't
I’ve been placing elite sales talent for over two decades, and if there’s one thing I can tell you with absolute certainty, it’s this: the sales interview has evolved dramatically in the past few years.
6 Ways to Separate Yourself from Other Job Seekers
Job applications and interviewing can be daunting and discouraging if you keep getting turned down.
6 Proven Ways to Speed Up Your Hiring Process
Your employees can make or break your business. Looking for quality employees is a process that is extensive and tedious, and these days, it may be feeling like you’re a little “late to the party” as top tier candidates say thanks but no thanks and accept a different offer out of several they have on the table.
Recovering From A Career Break?
Have you taken a career break to start a family, taken time out following a redundancy or temporary retirement? Have you decided to step back from work to enjoy different experiences, such as travelling the world?
The Curiosity Quotient and Emotional Intelligence :
Two Critical Parts of the Interview Process
Personality and character play a big role in determining an employee’s ultimate success within the culture of your organization.
Want to Become an Industry Thought Leader?
Here’s What It Takes
Becoming a known thought leader in your industry can allow you to reach a level of success you have only ever dreamed of.
Successful Leaders Steps to Growing Their Business
Leadership is hard, it’s a delicate balance that requires the right foundation and chemistry. First and foremost, great leaders know and care about their people.
"Speak Life"
TobyMac is a singer and songwriter and I have had the opportunity to see him perform multiple times over the years. He has a song called “Speak Life” and it is based on a quote from a book called Abba’s Child by Brennan Manning in which Manning states the following:
To Shake or Not to Shake
The handshake. It has been a part of our very existence in some form or another for not just hundreds but thousands of years. After watching the news this morning, I became curious as to its origins, so I did some research.
