Dan regularly authors a range of thought leadership resources covering topics such as sales best practices, sales leadership, sales recruiting, sales career development as well as sharing his own personal journey.
Sales forecast meetings usually run long and still miss the mark. Here's how to structure the conversation around evidence, not optimism, so the number you call is one you can actually defend.
What if the person capable of building the proof also owned the commercial outcome? Part builder, part seller. One person accountable from the first technical discovery through proof of concept, commercial close and account expansion.
While sales leaders spend most of their time coaching others, very few have someone coaching them. The result? Burnout, stalled growth, lower motivation, and leaders who hit the wall just when their teams need them most.
The best tech sales managers know how to balance hitting the number with building a strong, scalable team. But many fall into the same traps that stall performance and frustrate their reps.
Becoming a Sales Director in tech is one of the most rewarding and challenging roles in the business. It requires you to evolve from a player-coach into a true organisational leader.
One of the most common debates in tech sales is: Who owns sales pipeline? But here’s the simple truth: 👉 Every sales rep owns their own pipeline. Marketing, BDRs, and partners are contributors. They’re not owners.
Last year I made one of the hardest decisions of my career. After 35 years in corporate life - most recently leading HubSpot across Asia Pacific - I decided to “retire.” Except, that one word "retirement" never sat right with me.
In Tech Sales, success doesn’t come from heroic sales performance - it comes from driving alignment. The best sales leaders don’t just manage teams; they orchestrate internal ecosystems. They create a rhythm of collaboration.
If your top performers can only succeed by damaging their health and family relationships, you haven't built a successful sales organisation. You've built an unsustainable one.
Last week, I watched a talented professional deliver the presentation of his career. A week later, he received a brief phone call: they'd "gone in a different direction." No feedback. No development conversation. Just a polite dismissal.