Last Friday, I had a blast running a Lightning lesson: Build Shorter Sales Cycles and Create Higher Win Rates. You can watch the replay here. Also, check out my upcoming cohort of Elite Sales: Win High-Value Enterprise Deals—it starts November 19, 2025. Have questions? Hit reply... Morning! It’s Saturday morning. I’m sitting at my dining table with a flat white, my notebook, and a head full of reflections from a massive week. Honestly, I’m exhausted. My new term, “I’m “peopled-out”😅 . Which...
8 days ago • 5 min read
After spending more than 25 years in sales, you start to see patterns. You notice what separates the good from the great, the average performer from the elite. One of the most powerful traits I’ve seen is the ability to provide genuine thought leadership. Elite performers aren't just selling a product; they are respected for their sales insights. They enter every conversation as an expert first and a salesperson second. Their primary goal is to provide valuable insights that help their...
19 days ago • 4 min read
Hi Reader, Top performers convert fewer deals from Qualifying phase to Propose, not more. However, they also experience less late-stage deal slippage. This makes their forecasting more solid. While on the other hand most sales teams are encouraged to: → Build volume of sales funnels because the assumption is a hit rate is less than 10%, ending up with stale deals. → Weak deals are pushed forward with the hope they'll warm up, even with no reasons to change and unknown client's decision...
25 days ago • 1 min read
I recently received a question from a former CTO of a tech company who had just left the corporate world to start his own consulting practice. He asked: "How do I turn initial conversations into paid work? "How do I price my consulting to ensure I'm profitable and avoid scope creep?" Drawing from my 3+ years of experience as an independent consultant, I'd like to share what I've found works—and what doesn't—in this field. One of the biggest hurdles for any consultant or freelancer is moving...
29 days ago • 6 min read
Last week I introduced a client to one of my sales champions. She works at one of the global IT distributors in Australia. What are “sales champions”? After years of experience working on enterprise, large services, and telco deals, I've learned that buying decisions happen when I'm not in the room. This reality taught me that I always need to find my "sales champion". In enterprise sales, the most critical conversations often happen when you're not in the room. Large, complex deals involve...
about 1 month ago • 6 min read
Reading time: 7 mins This morning, I sat across from a B2B SaaS founder, helping her prepare for her upcoming client meetings. We were able to book meetings with big logos! B2B SaaS founder: "How do you do this, Ren? I am overwhelmed. I don't know how to start. Should we write a script?" Me: "Noooo!!!" When you rely on a script during sales calls, you sacrifice the authenticity that builds real trust. I've seen it countless times - salespeople reading from scripts end up having these stiff,...
about 2 months ago • 5 min read
Read time: 7 mins I am now back home in Auckland and getting over my jet lag. The biggest con of living in New Zealand is that it's far from anywhere in the world—the only flights less than 5 hours would be to Australia and the Pacific Islands. Still, it was an awesome trip and for the first time I visited France without going to Paris. We visited family and friends in the southwest region: Toulouse, Sauveterre, Agen, and Biarritz. My favorite was Sauveterre, a lovely courtyard house from the...
about 2 months ago • 7 min read
Read time: 6 mins Bonjour! I’m still travelling and I'm writing from Biarritz, France. Biarritz is on the southwest of France and near the border of Spain. They call it France’s Basque coast. I was told that Biarritz became a popular seaside town since European royalty began visiting in the 1800s because of the empress Eugénie de Montijo (1826-1920) who was married to Emperor Louis-Napoléon Bonaparte. She fancied the cute seaside village and convinced her husband to build a summer palace...
2 months ago • 5 min read
I apologise, I miss two weeks of publishing. I am writing from Vers, a little village in the region of Toulouse, France. The last two week’s were full on before traveling to France. I ran a private training program for a client, completed two Maven lightning lesson series and tried to keep up with life. My partner’s family tradition of meeting yearly every summer is something that I look forward to. I am using this time to reflect, think, read and write.With all the noise, it’s really hard to...
3 months ago • 7 min read