Dorie Clark

Harvard Business Review

Your personal goals need a long-term strategy. It's no secret that we're pushed to the limit. Today's professionals feel rushed, overwhelmed, and perennially behind. So we keep our heads down, focused on the next thing, and the next, without a moment to breathe. How can we break out of this endless cycle and create the kind of interesting, meaningful lives we all seek? Just as CEOs who optimize for quarterly profits often fail to make the strategic investments necessary for long-term growth, the same is true in our own personal and professional lives. We need to reorient ourselves to see the big picture so we can tap into the power of small changes that, made today, will have an enormous and disproportionate impact on our future success. We need to start playing The Long Game.

Author, The Long Game

I'm the author of Entrepreneurial You: Monetize Your Expertise, Create Multiple Revenue Streams, and Thrive, from Harvard Business Review Press. It's a book about how to think more entrepreneurially and prepare yourself for success in the modern economy. Inc. was kind enough to call it "one of the most important books of the year" and Forbes named it one of their Top 5 Business Books of the Year.

Author, Entrepreneurial You

I write frequently for the Harvard Business Review and have contributed well over 200 articles since 2010. My posts and articles are available here: https://hbr.org/search?term=dorie+clark

Contributor

I'm the author of "Reinventing You: Define Your Brand, Imagine Your Future" ((Harvard Business Review Press, April 2013). Reinventing You talks about personal branding, professional reinvention, and how to take charge of one's reputation in the workplace. It has been translated into Russian, Chinese, Arabic, French, Polish, and Thai.

Author, Reinventing You

Thinkers50

I've been named one of the Top 50 Business Thinkers in the World three times in a row by Thinkers50, which creates a biennial ranking of the world's leading management experts. I was also honored to be named the #1 Communication Coach in the World by the Marshall Goldsmith Coaching Leading Global Coaches Awards.

Top 50 Business Thinker in the World

Fast Company

Write for FastCompany on topics including entrepreneurship and side gigs, effective communication, building political capital, and more.

Columbia Business School

I teach "Building Your Brand as a Leader" as part of Columbia's Advanced Management Program (AMP), as well as to leading corporate clients. I've also taught innovation strategies to senior executives.

Executive Education Faculty

Penguin Books Ltd

I'm the author of "Stand Out: How to Find Your Breakthrough Idea and Build a Following Around It," a book about how to become a recognized expert in your field, gain momentum for your idea or business, and make a greater impact. Stand Out was a Washington Post bestseller and was named the #1 Leadership Book of 2015 by Inc. magazine and one of the Top 10 Business Books of the Year by Forbes. It has also been translated into Korean.

Author, Stand Out

LinkedIn

I've created and taught numerous online courses for Lynda.com/LinkedIn Learning, including Personal Effectiveness Tips, Holding Yourself Accountable, Defining and Achieving Professional Goals, Acting Decisively, Interpersonal Communication, Persuading Others, Managing Office Politics, and Professional Networking (the last one has been translated into German, as well!).

Instructor

Westville Capital LLC

Invest in theatrical productions, including:
- The Broadway production of The Inheritance, winner of the 2021 Tony Award for Best Play
- The Broadway production of Tootsie, Spring 2019 (nominated for 11 Tony Awards & winner of two) 
- Magic Mike Live, Australia-New Zealand Tour, 2020-2021
- Magic Mike Live, North American Tour 2022
- The Broadway production of The Lifespan of a Fact (featuring Daniel Radcliffe, Cherry Jones, and Bobby Cannavale) - 2018

Investor

Broadcast Music, Inc. (BMI)

Member of the music publishing company BMI's Lehman Engel Musical Theatre Advanced Workshop, the premier training ground for Broadway composers and lyricists. I also participated as a lyricist in the 2019 NYMF (New York Musical Festival) Songwriting Workshop.

Musical Theater Lyricist

HEC Paris

I teach a multi-part webinar series on Personal Branding for HEC-Paris.

Executive Education Instructor

UNC Kenan-Flagler

I've taught Crisis Communication for Kenan-Flagler.

I'm a strategy consultant, executive coach, and keynote speaker (with deep experience in virtual presentations) who has worked with clients including Google, Microsoft, Morgan Stanley, Fidelity, Yale University, the IMF, and the World Bank. 

I've been named one of the Top 50 Business Thinkers in the World 3x by Thinkers50, and the #1 Communication Coach in the World by the Marshall Goldsmith Leading Global Coaches Awards, as well as one of the Top 10 Communication Professionals in the World by Global Gurus. 

I write regularly for the Harvard Business Review, FastCompany, and Business Insider, and am the author of several books, including the WSJ bestseller "The Long Game" (Harvard Business Review Press, 2021), as well as "Entrepreneurial You," which was named "one of the most important business books of the year" by Inc. magazine and one of the Top 5 Books of the Year by Forbes. 

I also wrote "Reinventing You" and "Stand Out," which Inc. magazine declared the #1 Leadership Book of the Year and Forbes named one of the Top 10 Business Books of the Year. 

The New York Times was kind enough to call me an “expert at self-reinvention and helping others make changes in their lives.” 

For three years, I hosted a weekly video interview show for Newsweek. I also teach for Columbia Business School's executive education program, and in the past have taught for Duke University's Fuqua School of Business, IE Business School (Spain), HEC-Paris, Smith College Exec. Education, Babson College Exec. Education, and the University of North Carolina's Kenan-Flagler School of Business. I'm a member of Marshall Goldsmith's MG100 program, which brings together the world's top executive coaches, as well as an angel investor and startup advisor. 

Previously, I worked as a journalist, where I was delighted to win two New England Press Association awards; a presidential campaign spokesperson; and a producer of a multiple Grammy-winning jazz album. I also invest in Broadway productions, and am a lyricist in BMI's Tony-Award winning Lehman Engel Musical Theatre Advanced Workshop. Download my free Long Game strategic thinking self-assessment at dorieclark.com/thelonggame. 

Specialties: Marketing, branding, management consulting, strategy consulting, communications, speaking, keynote speaking, professional speaking, professional speaker, personal branding, executive coaching

I'm the author of "Reinventing You: Define Your Brand, Imagine Your Future" ((Harvard Business Review Press, April 2013). Reinventing You talks about personal branding, professional reinvention, and how to take charge of one's reputation in the workplace. It has been translated into Russian, Chinese, Arabic, French, Polish, and Thai. 

I am trying something different this week.

Each day I am highlighting a set of books that I genuinely recommend for professionals who want to grow, lead, and navigate their careers with more clarity.

Today’s theme: visibility at work and how to show up with confidence.
Visibility is not about being loud.

It is about being intentional with how you communicate your strengths and how you participate in the rooms that matter.

Here are three authors and three books I trust on this topic:

Goldie Chan — Personal Branding for Introverts
A thoughtful guide for anyone who finds traditional visibility advice draining or misaligned with their natural style. Goldie shows how to build presence in a way that feels real and sustainable.

Lorraine K. Lee — Unforgettable Presence
A practical roadmap for showing up well on video, in webinars, and in every online setting where impressions count. Lorraine understands digital communication on a deep level and breaks it down clearly.

May Busch — Visible
May rose to senior leadership and now teaches others how to communicate their impact with confidence. Her insights are especially useful for anyone ready to step forward in their role.

If you or someone you know is focused on professional growth this year, these books are an excellent place to start.

WSJ & USA Today Bestselling Author; HBR & Fast Company contributor; Top 50 Business Thinker in World - Thinkers50 & Inc. magazine

Thanks for resharing my talk, TED Conferences! We can all benefit from thinking more critically about what we get out of being so busy - and how to disrupt that cycle.

Feels like you’re always busy? You might be making choices that keep it that way. Here’s how to break the pattern: http://t.ted.com/y9I6NAy

Ren Saguil

On a Mission to Empowering Elite Sales Teams to Win High-Value Enterprise Deals | MBA, Sales Strategy, Revenue Growth | Corporate Sales Training

Are you looking at how you can find the right clients, navigate and win high-value enterprise complex deals? 

You are in the right place.

👋Hello there! I'm Ren Saguil.

I help Sales leaders and their teams develop Personal Mastery, Effective Communication Skills and apply Sales Strategies and Frameworks to win High-Value Enterprise Clients.

⬆️How can I help you?

✔️New Business Development
✔️Strategic Account Management
✔️Sales Strategy Workshop facilitation
✔️Creation and development of Sales Process 
✔️Complex Deal Target Account Selling Training
✔️Sales Team Competencies Assessment and Coaching 

🤝Why work with me?

I have more than 25 years of experience in Business Development, Account Management and Channel Sales, mostly large complex accounts across the Telco and IT industry ranging from 50K to 40+M EU contracts. More than €130 M in career sales. Selling Transformation Services, Hardware and SaaS. 

As an Account Director and Country Manager, I worked for corporate multinationals Globe Telecom, Alcatel-Lucent, Ruckus Wireless and Vodafone. I served fortune 500 and large government accounts-- Shell Global, Citibank, Globe Telecom, Smart, PLDT, MOE NZ, Spark and Vodafone.

Winning beachhead accounts, created and developed channel sales programs for Telco and networking companies.

I have an MBA in Business, leadership and sales coaching certifications. I have a business in import-export and retail trade and consulting for SaaS and Tech businesses.

Most importantly I care about my clients and their successes. For me, its a deep partnership and I always ensure the growth of my client's business.

🚀If you need my help as a Fractional CRO, please DM me on LinkedIn.

🔔Follow me or subscribe to my 📮Sales Curiosity Club newsletter for Personal Mastery, building exponential relationships and B2B Sales Strategy on Complex Deals.check out here:https://page.sagedecisions.coach/profile

Fractional CRO

I have a hangover…

…of great vibes from the TechWomen and CyberCX End-of-Year Celebration 2025 in Auckland!

A huge thank you to Yvonne Gill and the team for hosting such a warm and inspiring event, and to CyberCX for providing the perfect venue.

Hearing from incredible tech leaders like Acascia Steedman, Arabella Vennell, and Racheal Morrison brought so many perspectives that I’ll be reflecting on for months.


Even more valuable were the connections; meeting new faces and catching up with familiar ones like Gau Kurman, Sasha Mullins, Hanieh Khalesi, Hamilee Repasa, Narmadhaa Sivaraja, Andrea Halal, and many more.

My biggest takeaway?

↳ Every woman in tech genuinely wants to support another woman to grow and progress in the industry.

↳ That collective commitment to lift each other up is what makes initiatives like this so meaningful and effective.


I told Yvonne I’m excited to be part of the Women in Tech Mentoring program next year…continuing these connections and contributing to the community’s growth.

Events like this are a reminder that progress happens when we share knowledge, celebrate achievements, and support each other’s journey.

Here’s to more collaboration, learning, and celebration in 2026!

P.S:
→ December 3 cohort is now open.

→ Maven’s Fast Track sale ends Monday.

→ Link is in the comment section below. (with FAST25 applied)


I help founders and sales leaders develop the skills and frameworks to confidently close high-value enterprise deals and grow their sales impact.


#creativity #innovation #business #strategy #B2BSales

On a Mission to Empowering 1,000 Elite Sales Teams to Win High-Value Enterprise Deals | MBA, Sales Strategy, Revenue Growth | Corporate Sales Training

“In our first year we raised $10,000 for our initial funding which lasted a whole year…yeah, that's a lot of ramen!”

I had the privilege of hearing Alliv Samson at the Stripe and KiwiSaaS Community Connect NZ event share her incredible journey co-founding Kami with her husband during their Auckland Uni days….


And as a fellow Filipina Kiwi, I left truly inspired.

Alliv’s grounded confidence stayed with me.

She radiates strength, resilience, and quiet determination, yet remains remarkably humble.

Her story is built on years of persistence, listening to users, and building with intention.

Here were the moments that stood out most:

→ 2013: Founded as Notable, with only 5,000 sign-ups in their first year while focusing on NZ universities.

→ 2014: Listing on the Chrome Web Store shifted everything…suddenly lawyers, doctors, and professionals began using it.

→ 2017: They discovered true product-market fit when teachers shared that Kami saved them 4+ hours by eliminating printing and scanning.


→ Perfect timing: Chromebooks rolled out across US classrooms, replacing iPads and PCs.

→ Bootstrap discipline: Only $2M raised in total…yet they stayed profitable throughout.

What truly moved me was their commitment to understanding user needs.

When teachers were signing up but not paying, they didn’t assume….they reached out.

↳ That curiosity unlocked a market that now represents 92% of the US education sector, with more than 7 million users.

There was even a moment where they considered shutting down…

But teachers paid to keep them alive because they needed Kami so badly.

Wild story huh.

That is the power of solving a real problem.

↳ Today, Alliv is giving back through Hiraya, helping the next generation of Kiwi-founded businesses and tech innovators build with global ambition.

In Filipino, Hiraya means:

“The fruit of one’s hopes, dreams, and aspirations.”

Stories like this remind me why I love building a business…because resilience becomes the bridge to your goals.

Thank you, Alliv, for sharing your story so generously and for lifting the next generation with you.

And it was wonderful sharing the space with Hamilee Repasa as well.


P.S:
→ kicking off Elite Sales: Win High-Value Deals cohort Dec 3.
→ Join us NOW. 
→ Link is in the comment section below.


I help founders and sales leaders master enterprise sales by building insight-led relationships, simplifying complex deal cycles, and winning high-value clients.


#creativity #innovation #business #strategy #B2BSales

Really looking forward to getting a behind-the-scenes look at how James Boult Greg Forsyth  Gravity  built enterprise-grade legal tech for Tika. 

Excited to hear from Gravity side, along with Tika co-founders Zoë Lawton Alison Mau. It's inspiring to see a legal-tech startup launching and making legal services more accessible through innovative technology.

See you at 4pm!

#LegalTech #ProductDevelopment #Innovation #Auckland

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Strong cohorts create stronger enterprise sales outcomes.

The next Elite Sales cohort officially kicks off this Wednesday, 3 December…and the energy inside the room is already incredible!


I’m genuinely thrilled to welcome an extraordinary group of professionals who are deeply committed to winning high-value enterprise deals.

The diversity of expertise is always special.

This cohort includes:

↳ A founder innovating in the legal tech space.

↳ A founder building agentic software services for enterprise markets.

↳ An executive coach partnering with global multinationals.

↳ And other driven founders, account managers, and business development leaders ready to grow their capabilities.


Bringing together this level of experience is exactly what makes the Maven Elite Sales program so powerful.

Everyone arrives with different strengths, perspectives, and lived experiences

And that collective intelligence creates momentum that no one can build alone.

That's what makes the cohort model so powerful.

✅ You apply frameworks more effectively because you practice real scenarios and real challenges in a safe environment.

✅ You take action faster because you're surrounded by peers aiming for the same level of standards and excellence.

✅ You don't just learn, you get results and transformation.


↳ This Wednesday, we dive into strategy, process, and the mindset required to win complex deals consistently.

And I couldn’t be more honoured to guide this group as they step into their next level.

→ Elite Sales 'Win High-Value Enterprise Deals' cohort starts on Dec 3.

→ Join us NOW. 

→ Use code XTENDED for 25% Off for the next 24 hours.

→ Link is in the comment section below.


I help founders and sales leaders design insight-led sales conversations that align with executive priorities and win high-value enterprise deals.


#creativity #innovation #business #strategy #B2BSales

I didn't go to the IKEA grand opening this weekend.

Nothing against a good meatball—just not keen to cross the bridge. 😆 

I needed a recharge: a run along the beach to clear my head—Auckland was a cracker! And a new book to feed my brain. It's been a while since I've picked up a history book, and it's been fantastic. Though this won't be an easy read, I need to make a note to research some of the old kingdoms like Macedonia.

How was your weekend? Did you find your own way to recharge?

I hope you all had a restful Sunday. ❤️🍀

When stressed clients rush, you must lead.

Last week I kicked off Elite Sales Cohort 8, and the conversations were powerful. One question stood out because every enterprise seller faces it eventually:

“How do we handle a prospect who just failed a project and is now looking for a new vendor?”


My student was preparing for a high-stakes meeting with a Fortune US 100 company. They were short on time and short on budget.

And while it sounded like an exciting opportunity, he could already sense how difficult this would be.

Here’s the trap many fall into:

They see pressure, panic, and urgency…and try to “be helpful” by moving fast, proposing early, or dropping price. That is exactly how salespeople become the next failed vendor.


Don't rush the proposal, take leadership to do proper scoping.

When a client has been burned, they show up stressed, sceptical and defensive.
↳ “We already tried this.”
↳ “We wasted budget.”
↳ “We only have 30 minutes.”

This is where most salespeople rush.

But the real move is to slow the conversation down so you guide the discussion instead of reacting to it.

The shift I taught my student was simple:
→ Stop accepting the client’s version of the problem as the full truth

→ Stop guessing scope just to “be helpful”

→ Stop proposing before understanding what went wrong the first time


If you want to win high-risk deals without repeating the last vendor’s mistakes, anchor the conversation in three lenses:

↳ Opportunity - What problem are they truly solving, and what result matters most?

↳ Resources - What people, time and budget will they REALLY commit?

↳ Decision Making - How will they choose differently this time?


This is how you protect your delivery team, your reputation your commission.

I break down the full structure; including templates, agenda wording, and the exact questions to ask; in this week’s newsletter...

If you want the full guidance, get it in my newsletter.

Link is in the comment section below.


I help founders and sales leaders win high-value enterprise deals with practical frameworks, clear steps and proven sales strategy.


#creativity #innovation #business #strategy #B2BSales

Final day to elevate your enterprise sales skills!

Today is the last day of Maven’s Fast Track Sale, and if you’ve been thinking about strengthening your enterprise sales skills for 2026, this is the perfect moment to step in.


In my Maven cohort, Elite Sales: How to Win High-Value Deals, we go beyond tactics.

We focus on the real foundation of enterprise success:

building relationships that lead to long-term partnerships.

Inside the cohort, you’ll learn how to:

✅ Initiate meaningful conversations that open doors.

✅ Establish trust from the very first interaction.

✅ Navigate the buyer-seller process with structure and confidence.

✅ Enable your clients to make informed decisions. 


What makes this work powerful is that you’re not just learning mental models and frameworks…

You'll create and apply the frameworks in the sales field and win high-value complex deals. 

That’s why feedback like this means so much:

“Ren knows her craft and she knows it well. Just like businesses change with their stage of growth and context, so too does the sales process.

Ren breaks it down precisely so you can be successful at any age or stage.”
-Amanda Gibson, Organisational Growth Strategist.


If you’re ready to shift how you sell, how you build trust, and how you win high-value clients…this is the final day to join at a reduced rate.

P.S:

→ December 3 cohort is now open.

→ Maven’s Fast Track sale ends tonight. Use FAST25 for 25% off.

→ Link is in the comment section below.


I help founders and sales leaders develop enterprise sales excellence, build high-trust relationships, and win high-value deals with calm, strategic confidence.


#creativity #innovation #business #strategy #B2BSales

Last call: Fast Track 25 ends today! (Maven extended!)

The follow-up shift that gets real responses…

In enterprise sales, silence between conversations can feel uncomfortable. 

You lose momentum.
Deal velocity slows down.

But often, prospects aren’t choosing not to reply… they simply don’t see how engaging at that moment helps them move forward.


The good news is that follow-ups don’t need to feel pushy or repetitive.

↳ Small shifts in how you reach out can change the entire momentum of a conversation.

Here’s one that consistently works for me, my clients, and the teams I train:

→ Don’t ask for time. Ask for feedback. Co-create:
When you request a meeting, you’re asking someone to give.

When you share something you’ve developed for them and ask for their feedback, you’re inviting them to build a great idea with you.

It’s a completely different experience for the person receiving your message.


↳ Instead of:
“Can we schedule 30 minutes next week?”

↳ Try:
“I’ve put together a draft of ideas based on our last conversation; I’d appreciate your feedback.”

→ One feels like another task….
→ The other feels like a meaningful opportunity to shape the next step.


If you make this one shift, you’ll notice a real difference in how decision-makers engage…

Not because you’re pushing harder, but because you’re making it valuable for them to respond.


→ How are you creating deal momentum in your business development? I’d love to hear what’s been working for you.

→ If you’ve tried shifting from asking for time to co-creation, what changed for you?

P.S:
→ Last day of Maven’s Fast Track Sale. Use FAST25 for 25% off.

→ Link is in the comment section below.

→ Cohort starts 3 December.


I help founders and sales leaders strengthen enterprise relationships, create high-value conversations, and win the complex deals that matter.


#creativity #innovation #business #strategy #B2BSales

Your product isn’t your real value proposition...

A hard truth for many in enterprise sales: your product is not your value proposition. Solutions only create value when they solve problems people genuinely care about.


Your tech, platform, or service…these are only as valuable as the results they deliver for your client.

→ A scattered approach leads to missed quotas and wasted effort.

→ The fix? Focus on what truly matters.

↳ Define Your Playground: The Ideal Customer Profile (ICP)

→ Know who you’re selling to…not just industries, but businesses that get the most value from your solution.

→ Understand their pains.

→ Understand their strategic goals.


↳ Play to Win: The Sales Strategy

→ Once your ICP is clear, align your sales activities to the customer journey.

→ Create a series of value-driven conversations that guide prospects from problem awareness to solution.


↳ Client Conversations: The Buyer-Sales Process

→ Every interaction is an opportunity to test your ICP and strategy.

→ Are your questions uncovering real, high-stakes problems?

→ Are you listening more than talking?

If this resonates, it might be time to recalibrate.


↳ Our Elite Sales Cohort kicks off this Wednesday.

We’ll focus on building a sales strategy that connects your solution to the problems your ideal clients care about.

Join an elite group of founders and sales leaders committed to mastering their craft.

Send me a DM to:

↳ Ask questions about the cohort.

↳ Schedule a 15-minute chat to see if it’s right for you.


I help founders and sales leaders master enterprise sales by turning strategies into results that clients value.


#creativity #innovation #business #strategy #B2BSales

Last chance: Elite Sales cohort starts today!

Today marks the start of the Maven Elite Sales cohort and before we begin, I want to share one insight that consistently separates average teams from those who win high-value enterprise deals:


In many sales organisations, there isn’t always a clearly defined SALES STRATEGY...

Teams are active. They work hard...

But without an STRATEGY-led roadmap, it can be challenging to guide the buyer from problem awareness to decision.

And this is exactly why so many deals stall.

↳ Your PRODUCT is NOT your value proposition…
Your strategy is.


When you don’t define your ICP, don’t align conversations to business priorities, and don’t map the real buying process inside the enterprise, you end up with:

↳ Meetings that feel productive but don’t advance the deal.
↳ Stakeholders who want to “circle back” instead of commit.
↳ Opportunities that stalls.

Here’s the shift top performers make:

→ They define their ideal customer not by industry, but by WHO gets the most IMPACT from their solution.

→ They craft a sales strategy that mirrors the decision-making journey inside complex organisations.

→ They use client conversations to VALIDATE assumptions, not pitch.

→ They apply frameworks in a community where real scenarios sharpen their thinking.


That’s why cohort-based learning works.

Not just because of content… but because of the collective intelligence in the room.

Today’s cohort brings together:

↳ A founder in legal tech.
↳ A founder building agentic software for enterprise.

↳ An executive coach advising global multinationals.
↳ And other driven founders, account managers, and business development leaders.

Different industries.

Different experiences….

One shared goal:

Win the deals that matter.


If you’ve been meaning to refine your strategy, tighten your process, or get real support for real deals… TODAY is the last call.

→ Elite Sales kicks off today.

→ XTENDED gives you instant 25% off (Valid till tonight).

→ Register NOW.

→ Link is in the comment section below.


I help founders and sales leaders design insight-led sales conversations that align with executive priorities and win high-value enterprise deals.


#creativity #innovation #business #strategy #B2BSales

I have a little corner in my home office—a mini-library—it’s my go to spot when I need space to think or spark ideas for writing. It’s not just my collection; it’s also filled with books my kids left behind when they moved out.

Today, I picked up one of my favorite books—"How to Win Friends and Influence People by Dale Carnegie"—a gift I gave my son when he was 16. Now, it’s back with me, and as I flipped through the pages, I caught one of his scribbled Post-it notes and made me laugh out loud—a reminder from his teenage self that hit home for me today.

The note said something along the lines of: “I love always being right. How to lose friends 101.”

Wise words from a 16-year-old, right?

In my Maven cohort, Elite Sales: How to Win High Value Deals, we dive deep into building business relationships. You will develop strategies for initiating meaningful conversations, establishing trust from the first interaction, and managing buyer-sales process that lead to long-term partnerships. 

If this sounds like you, I'm kicking off cohort 8 on December 3—.Save 25% off with Maven FAST TRACK,  
enrol here ➡️ https://lnkd.in/dxDPkM9V


Wishing you all a restful weekend. I hope you are taking a moment to pause, breathe and slow down.

Happy Saturday! 🌞📚

I have had my share of losses and wins...

Over my 27+ years in sales, working deals ranging from $1M to $40M, I’ve learned what truly sets Elite Sales apart.

What makes a top-tier enterprise sales professional?

Let’s call them BDMs in our post today, they can be called Account Managers, Account Directors or Client Directors.

Creative, yet analytical thinkers:
→ The best BDM can read the room, see power dynamics at play, process complex information quickly, and adapt their approach.

Clear communicators and manage stakeholders:
→ They handle everything from client negotiations to internal processes with finesse, working seamlessly with pre-sales, engineers, or even legal teams.

Bold negotiators:
→ The courage to make bold asks from clients (without unnecessary discounts) is what drives long-term value. 
→ An average BDM gives too much away too soon.

Action-oriented executors:
→ Great BDMs get things done. They don’t wait for engineers or PMs, they drive the process to make deals happen.

Highly structured individuals:
→ From mapping decision-makers to running pain-free prep meetings, structured BDMs ensure internal harmony and consistent deal progression.

Think like a CEO:
→ They’re accountable, resource-conscious, and never sacrifice company value for convenience.

Tenacious closers:
→ Top BDMs know when to push, when to ease off, and importantly...when to walk away from a bad deal.

BDMs are more than just salespeople... 
They're deal-makers, analysts, negotiators, and, frankly, a little bit of everything. 

Developing these traits takes time, but it's 100% worth it. And if you want to FAST FORWARD join me in my next cohort "Elite Sales: Win Enterprise High Value Deals".

→ What do you think? Have I missed any traits that separate great BDMs from average ones?

Drop a comment. I’d love to hear your thoughts.

PS: Maven’s Fast Track Sale runs until 24 November. Use FAST25 for 25% off.

→ Link is in the comment section below.

→ Cohort starts 3 December.


I help founders and sales leaders build skills in enterprise sales, simplify complex deal cycles, and confidently win high-value clients.


#creativity #innovation #business #strategy #B2BSales

Behaviors

A simple hack to succeed in life and sales....

Are the one’s who dare to ASK. It sounds simple, but think about it: 

How many opportunities slip by because we hold back, afraid of hearing “No”?

The truth is, asking is a skill.
And like any skill, it gets stronger with practice.

Here’s why asking is the foundation of success:

↳ If you don’t ask, the answer is always no.

↳ If you do ask, you create the possibility of yes.

↳ Even when you hear no, you gain feedback, and direction.


In sales, the difference between an average performer and a top performer often comes down to the courage to ask:

→ Ask for the meeting.
→ Ask the tough discovery questions.
→ Ask for the business.

And it doesn’t stop at work...
Asking shapes your life.

Whether it’s requesting mentorship, pitching an idea, or negotiating terms; every breakthrough starts with a simple ask.

So here’s my challenge for you:

→ This week, ask for something you’ve been putting off. Then come back and share, what happened when you finally asked?

I’d love to hear your experience in the comments.


I help founders and sales leaders build the courage to ask, the resilience to handle “No,” and the strategies that turn conversations into lasting opportunities.


#creativity #innovation #business #strategy #B2BSales

One of the biggest challenges in sales? 

Getting prospects to actually respond.

The silence can feel brutal.

"Just following up" and "just checking in" emails don't cut it anymore.

You send the email.... 

You wait... 

Nothing. 

You follow up again... 

Still nothing.

Before long, it feels cringy…not because following up is wrong, but because the silence makes you feel like you're chasing, pestering, or desperate.

Here's the truth:

→ Your prospects aren't ignoring you because they forgot about you…

They're ignoring you because they don't believe engaging with you will help them accomplish what matters most right now

That's a hard truth. But it's also fixable.

The good news?

There are proven ways to break through the noise and get responses, not by pushing harder, but by shifting how you follow up.


Here are three relationship-first shifts that consistently strengthen momentum:

→ 1. Ask for feedback, not time:
↳ Requesting “30 minutes” asks them to give.

↳ You're inviting them to co-create, shape the solution, and feel ownership, making engagement far more likely. 

You position yourself as someone invested in their success who needs their input to refine the approach.

↳ It changes the energy of the interaction immediately.


→ 2. Introduce new value every touchpoint:
↳ Every message should elevate their thinking; an insight, a perspective, an example, a resource.

↳ You want prospects to think: "I always learn something when I talk to this person.”

→ 3. Match your message to their priorities:
↳ Before sending anything, pause and ask:

↳ Does this help them move closer to what matters most “to them” right now?

↳ This single filter transforms how decision-makers experience you.


If you're ready to strengthen your skills in strategic follow-up, executive communication, and relationship-led selling, we go deeper inside my December cohort:

Elite Sales: How to Win High-Value Deals.

P.S:
→ December 3 cohort is now open.

→ Maven’s Fast Track sale ends Tomorrow. Use FAST25 for 25% off.

→ Link is in the comment section below.


I help founders and sales leaders strengthen enterprise relationships, create high-value conversations, and win the complex deals that matter.


#creativity #innovation #business #strategy #B2BSales

Follow-ups fail when they lack strategic value.

One of the biggest challenges in sales is getting prospects to respond. The silence can feel brutal….


Not because you did anything wrong, but because generic follow-ups don’t speak to what matters most to decision makers.

Your prospects aren’t ignoring you. They simply don’t see how engaging with you helps them advance their priorities RIGHT NOW.


And the good news? This is completely fixable when you shift how you follow up.

Here are the strategies that have been working for me, my students, and my clients:

↳ Don’t ask for time, ask for feedback:
This is my biggest realisation.

When you ask for “time,” you position yourself as someone who needs something.

When you ask for feedback, you position yourself as someone who has already invested in them.

It invites them to lead, not give.

→ Instead of “Can we schedule 30 minutes?”

→ Try: “I’ve put together a draft approach based on our last conversation…would love your feedback on whether I’m on the right track.”

↳ Rethink what you’re asking for:
Stop asking whether they saw your proposal.

Ask for insight, guidance, and perspective.

This shift helped one of my clients re-engage a silent prospect simply by sending a calendar invite paired with a message that showed preparation, initiative, and respect for their time.


↳ Execs and key decision makers think big:

Really BIG.

Executives focus on strategic impact.

Revenue growth, market positioning, competitive advantage and shareholder value.

→ "Should we do this?”

→ “What's the opportunity cost? How does this move us closer to our vision?"

→ “What strategic priority does this connect to....not just operationally, but at the board level?”


When you frame your message around these deeper priorities, you're doing more than just speaking their language...you're demonstrating that you understand what truly matters at their level. 

You're showing that you see the bigger picture, that you're thinking like a partner, not a vendor.


→ Introduce new information every touchpoint:

Every follow-up should deliver value; insight, data, frameworks, market trends, or a fresh angle.

You want prospects thinking: “I always learn something from this person.”

The goal is simple: always leave them better off than before they met you.

That is how you move from vendor to trusted advisor.


→ Which of these strategies will you apply this week? Share in the comments, I’d love to hear your approach.

→ What’s the toughest part of getting prospects to respond in your industry?


P.S:
→ kicking off Elite Sales: Win High-Value Deals cohort Dec 3.
→ Join us NOW. 
→ Link is in the comment section below.


I help founders and sales leaders create value in every interaction, and lead sales conversations with the kind of insight executives pay attention to.


#creativity #innovation #business #strategy #B2BSales

Ever had a prospect push back on price….

And felt that instinct to offer a discount right away?…It’s a natural reaction. But the real key is first understanding whether their objection is about logistics or value.


Here’s the difference:

↳ Logistics Issue:
→ They believe in your solution.
→ They want the results.
→ But timing, budgets, or approvals aren’t in place yet.


↳ Value Issue:
→ They’re not fully convinced of the value your solution delivers.

→ That’s a signal to revisit the outcomes and connect your offer more clearly to their priorities.

Handling each requires a different approach:

✅ For logistics issues:
→ Work with them on payment options, timing, or approval pathways.

→ They’re already bought in, you just need to help them navigate the process.

✅ For value issues:
→ Try asking: “I believe the results you want are achievable. I don’t think it’s possible for this amount of investment. What do you think we should do?”

→ That question shifts the focus from price to outcomes and opens a collaborative conversation.


Because here’s the truth:
You’re not negotiating at this stage, you’re qualifying
You’re uncovering what’s really holding the deal back.

The sellers who thrive in complex deals don’t default to discounts...

They guide buyers with confidence, uncover the real objection, and understand the ROI.

→ How do you usually handle pricing objections; logistics or value first?


I help founders and sales leaders navigate objections with confidence, turning price pushback into collaborative conversations that move enterprise deals forward.


#creativity #innovation #business #strategy #B2BSales

If you are a founder or business owner looking to unlock your next stage of growth, you need to know  Amanda Gibson.

Working with her during my cohort, I discovered Amanda's incredible mind for strategy and scaling. And I am stoked that she has launched her new cohort! 

Check out the details in her post below! 👇

Organizational architecture & leadership strategy for founders and SMB leaders navigating critical transitions

I'm excited to share something I’ve been working on for a while: The Business Architecture Lab. 

This is for those founders with established businesses. Through the work they've done and the business they’ve built, they've realized something about the bigger work they are meant to do in the world.

This has been building for a while. For more than five years, I’ve been using a fairly consistent methodology - one that had its foundations in the work I did for over 15 years before that. 

And in documenting the path after each of the individual paid engagements - the pain points, the patterns, the arc from good (but fragmented) to intentionally integrated - I’ve pulled out even more patterns. 

Testing what holds true at different scales (because a company of 1 and a company of 1,000 face similar patterns - they just show up differently).

I’ve now combined these patterns with the many hundreds of conversations I’ve had with founders - many of them in expertise-based businesses or professional services, spanning legal, finance, consulting, coaching, software, architecture, engineering, and more. 

Every time I had a conversation with a founder who wasn't a match for 1:1 work, or wasn't ready to invest - I'd go through an actual grieving period. Because I was so excited about their idea and had no vehicle to help them bring it forward.

I also really wanted a way to connect these founders to *each other* - because people doing great work have a way of bringing out great work in others.

This lab is that vehicle.

It combines proven methodology with tested tools - but like everything I do, it flexes to fit YOUR context. (Anyone who's worked with me knows I will never shove someone through a framework that doesn't fit.)

You'll learn from other founders navigating similar inflection points. And you'll get targeted resources and examples - tailored to your specific goals and context. (Anyone who’s worked with me knows I have a seemingly endless reserve of these, and I love to share!)

Join us if you’re ready to:
🛞   Integrate what you've built - or clarify what you’re growing - by creating coherent architecture around the work that matters most and solid next steps
🪴 Grow your flagship work while making sure the rest of your ecosystem feeds it
🏗️ Get your bigger work out into the world in a way that's intentional and sustainable

Early bird registration closes December 12. Link in comments with more details, or DM me with questions.

I'd love to inspire, inform, and ignite the next steps of your business growth.

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Dorie Clark

Ren Saguil

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taplio

The Battle

Dorie Clark

Ren Saguil

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Engagements

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Dorie Clark's LinkedIn Performance

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