Sales Wellness Weekly
Real Insights. Real Results. Every Wednesday
Each week, The Sales Doctor explores the challenges and opportunities sales leaders face, from managing teams and motivating people to improving process, performance, and profitability.
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Explore Past Issues
Catch up on previous editions — from prospecting tips and coaching frameworks to negotiation tactics and leadership lessons.
The Win/Win Illusion: Why Clarity Beats Compromise
Negotiation is often presented as the final test in the sales cycle—a high-stakes arm-wrestle between buyer and seller where strategy, psychology, and persuasion collide. For many sales leaders and their teams, negotiation feels like a battleground of margins, concessions, and nerves. And perhaps most dangerously, it’s still taught in many
Once Upon a Pipeline: Storytelling for Sales Success
Every great sales conversation has one goal: to move someone from indecision to action. And while facts, features, and frameworks have their place, what can really shift the needle is a well-told story. I am not talking about fiction, but the art of painting a picture in words. It’s a
Accessing Power: Coaching Your Team To Influence Decision Makers
As a sales leader, you’ve probably been there. Your rep is confident, the demos are going well, conversations are flowing, and yet… the deal stalls. Or worse, it disappears. When you dig deeper, you uncover the truth: they never actually got access to the decision maker. This scenario plays out
From Forecasting to Feedback: Coaching via Pipeline Management
When most sales leaders think about pipeline management, they think about forecasting, pacing, and reporting. And while these are all critical elements of a well-maintained pipeline, they only scratch the surface of what it can truly offer a high-performance sales team. The pipeline isn’t just a rearview mirror showing where
Who Really Closed That Deal? Understanding Sales Attribution
As a sales leader, you are constantly assessing performance—of people, processes, strategies, and numbers. You track your team’s pipeline, monitor conversion rates, and tweak messaging based on results. But there’s one area that often remains murky even in otherwise well-oiled sales organisations: sales attribution. Sales attribution is the process of
Are You Fishing in the Right Pond? How to Pick the Right Channels
I think most people in sales would agree that generating high-quality leads is more complex, and more critical, than ever. The explosion of digital channels, the rise of buyer self-education, and the growing importance of data have all shifted how companies attract and convert new business. For sales leaders, this
Train to Retain: How Sales Coaching Fuels Results
Imagine a professional athlete training once during pre-season and never again. It sounds ridiculous, doesn’t it? Yet this is exactly how many sales teams are treated: onboarded, perhaps given a one-time sales playbook, and then left to their own devices indefinitely. In a competitive, ever-changing market, that simply isn’t good
Target Better, Close Faster: The Ideal Customer Profile
“Getting to the ideal customer is getting harder and harder” is a common frustration I encounter every week in conversation with sales leaders across industries. Markets are noisier, buyer behaviours are shifting, and the tools we use to identify opportunities are smarter—but also more complex. Yet when I dig deeper
Stop Lying to Yourself About Your USP
We’re constantly told to define our USP—our Unique Selling Point—as if it’s a silver bullet for differentiation and success. But most sales leaders, if they’re honest, know that standing out in saturated markets isn’t as simple as tweaking your value prop or showcasing a quirky feature. Sales teams lean hard