Getting It Wrong To Get It Right, Dublin (2025)

01/12/2025

Aligning With Decision Makers

Your team talks to the wrong people, technical users, junior managers, or influencers, while the real decision-maker never engages. Deals drag or die because no one with authority is involved.

Sales Craft™ uses Decision Mapping. Identify all stakeholders, their influence, and the questions that matter to each. Structure conversations to guide everyone toward agreement without wasting time.

Your reps stop guessing who to involve. Every conversation moves closer to the real decision, shortening cycles and increasing close rates.

CTA:
Comment STRUCTURE to see the decision-mapping tool I’ve used to close $20M+ deals with small teams.

01/12/2025

You Can Post Every Day on LinkedIn… and Still Get Nothing

I saw someone share that they posted twice a day for six months and got zero results.
And yes, that can happen.

Why?
Because consistency alone isn’t enough.
If you’re speaking to the wrong people or creating the wrong content, you can grind yourself into the ground and still see sweet FA.

And here’s part of the problem:

A lot of posts sound like this…
“We’re going to this conference.”
“We just won this award.”
“We achieved this, we did that…”

Here’s the brutal truth:
No one gives a sh*t.
Not until they understand one thing, why should this matter to me?

People care about value.
People care about relevance.
People care about how what you post will help them.

That’s the difference between posting and actually getting results.

30/11/2025

Turning Objections Into Opportunities

Objections stop your team cold. Reps stumble, talk themselves out of deals, or push too hard, all of which frustrates buyers.

Sales Craft™ teaches Structured Objection Handling. Objections are not rejections; they’re requests for clarity. Each is reframed, explored, and connected to the buyer’s impact, turning hesitation into momentum.

Your team stops fearing objections. Every “no” becomes an opportunity to clarify value. Confidence rises, deals progress, and follow-ups turn into signatures.

CTA:
Comment STRUCTURE to see the 3 objection-handling scripts that help my clients consistently win bigger deals.

29/11/2025

If You Want LinkedIn to Work for You, Start With a Plan

Here’s the simple truth: LinkedIn only works when you work it, consistently and intentionally.

Start by planning your content.
You don’t need to post every day. Try:
✔ 3 value-driven posts a week
✔A carousel that teaches something
✔ A LinkedIn Live to deepen connection
✔A weekly or monthly newsletter

But whatever format you choose, make sure your focus is crystal clear: provide value.

Share information that helps your audience become better, better at their work, better in their business, better in their decisions.

Say it again: your content should assist your audience.

That’s the real engine behind visibility, trust, and growth.

That’s the posting side of LinkedIn, and when you do it right, it works.

29/11/2025

Follow-Up That Actually Works

Follow-ups feel like begging. Reps send emails, leave voicemails, then give up when there’s no response. Deals go cold, pipelines look active, but nothing moves.

Sales Craft™ teaches Structured Follow-Up. Each touchpoint is purposeful: add insight, reframe impact, and create a reason for the buyer to respond. Stop chasing; start guiding.

Follow-ups become a weapon, not a nuisance. Response rates climb. Deals revive, and your small team closes more without extra effort.

CTA:
Comment STRUCTURE to see the 5-step follow-up framework that consistently revives stalled deals.

28/11/2025

Not Everyone Will Engage, And That’s Okay

When you reach out on LinkedIn, only about 10–15% of people will actually engage with you. And honestly? That’s perfectly fine.

Some people aren’t on their phone. Some are busy. Some simply don’t feel like responding.
And yes, a few might even tell you to “F off.”
(Which is a blessing in disguise. If that’s how they talk to strangers online, they’re not the kind of people you want to do business with anyway.)

But here’s the good part:
The ones who do engage?
You’ll have real conversations with them.
You’ll build trust with them.
And many of those conversations turn into actual business.

We’ve tested hundreds of DMs. Some work. Some don’t.
That’s how business works: trial and error, refinement, iteration.

Use DMs.
Use content.
Stay consistent.
And momentum will follow.

Your next opportunity usually starts with a single conversation.

28/11/2025

Handling Pricing Conversations

Pricing kills more deals than product flaws. Reps get defensive or start discounting too early, eroding margin and confidence. Buyers sense hesitation, and your team loses leverage.

Sales Craft™ uses Price Anchoring + Value Alignment. Show the cost of staying the same first. Link your solution to tangible outcomes. Then discuss price as a logical step in solving their problem.

Reps stop apologizing for price. Buyers understand value before numbers enter the conversation. Deals close with better margins, and your team gains authority in every negotiation.

CTA:
Comment STRUCTURE to get the 2-step pricing conversation I’ve coached teams to use on $1M+ deals.

28/11/2025

Nobody Cares About Your Awards: Until You Show Them Why It Matters

A lot of content on LinkedIn sounds like this:
“We’re attending this conference.”
“We just won this award.”
“We achieved this… we did that…”

Here’s the truth: no one really cares.
Not until they understand one thing, how does this benefit me?

When someone is scrolling LinkedIn, you’re asking them to stop their busy day and read or watch what you’ve posted. They’ll only do that if what you share offers real value, not just self-promotion.

If your content helps, teaches, guides, inspires, or solves a problem… they will engage.

Lead with value.
Lead with empathy.
Lead with compassion.

Do that consistently, and you’ll start noticing:
>Your engagement grows
>Your leads grow
>Your business grows

LinkedIn isn’t a megaphone. It’s a tool for meaningful connection. Use it well.

27/11/2025

What Really Happens at a Networking Meeting

If you’ve ever attended a networking meeting, you know the drill: you walk into a hotel or conference room feeling a bit nervous. You meet a business owner, shake their hand, have a chat, and then move on to the next person… rinse and repeat.

When you connect with someone, it’s like introducing yourself across a conference table. Sending a connection request is the handshake, and once they accept, it’s the start of a conversation.

The advantage? You already know key details from their profile. Instead of asking, “What do you do?”, you can jump straight into meaningful conversation.

Here’s the reality: only about 10–15% of people will actively engage, but that’s enough to build strong relationships and meaningful opportunities.

Networking isn’t just about meeting people. It’s about connecting with the right people. LinkedIn lets you do that anytime, anywhere.

27/11/2025

Effective Discovery

Your team jumps into demos without really understanding the buyer. They talk features, benefits, and specs, but miss the pain that drives the purchase. Most deals die quietly because nobody uncovered the real problem.

In Sales Craft™, we teach Targeted Discovery. Ask the right questions in the right order. Identify impact, urgency, and decision criteria before presenting anything. It’s structured curiosity, not guessing.

Teams move from pitching to guiding. Buyers reveal their true priorities, objections are surfaced early, and deals accelerate, often closing faster than expected.

CTA:
Comment STRUCTURE to get the 3 discovery techniques I use to expose hidden buying tension.

21/11/2025

“The Day Toxicity Finally Met Its Match”

When I look back over my career, there’s one company I’ll never forget.

When I walked in, the place was barely ticking over.
The atmosphere was heavy.
People were anxious.
It felt like a complete s**t show, and everyone knew it.

The negativity was constant.
The same people kept coming to my open door with the same problems.
Every day:
complaints, blame, drama, and zero ownership.

Not because they couldn’t solve the problems…
but because complaining was the culture.

So I made two rules.

1. My door stays open.
2. Don’t come in unless you have a solution.

And you know what happened?

The chronic complainers suddenly realised their negativity was falling on deaf ears.
They weren’t getting the reaction they used to.
They weren’t getting the attention, the drama, or the emotional payoff.

They left voluntarily.
One by one.

And then something incredible happened.

The people who cared,
the people who wanted to solve problems,
the people who had been suffocated by the noise…

They stepped forward.

The energy shifted.
The anxiety lifted.
Solutions replaced excuses.
Teamwork replaced gossip.

And the company, the same company that was on the verge of collapse, began to flourish.

People enjoyed coming to work again.
There was flow, not friction.
Progress, not politics.

It was beautiful to see.

My biggest lesson?
A leader’s job isn’t to fix every problem.
It’s to create a culture where the right people rise and the wrong people remove themselves.

Watch.
Observe.
Make the decisions that protect the culture.
Because when the culture changes, everything changes.

20/11/2025

The Weekend That Taught Me What Selling Really Is

I still remember one weekend back in my 20s when our team ran a big sales competition.

Everyone was hyped.
Everyone wanted to be top dog.
Everyone was talking numbers.

Me vs another top rep in a different region, that was the big debate.

But here’s the truth:
I didn’t care about the competition.
I didn’t care who was better.
I didn’t even think about the leaderboard.

When I look back now, it actually fills me with excitement and joy, not because of the hustle, not because of the closing…
but because of the feeling of being a true sales professional.

While others were focused on themselves, I was focused on one thing:

The buyer.

What they wanted.
What they feared.
What they desired.
What their real vision was.

I wasn’t thinking about beating the other rep.
I wasn’t thinking about numbers.
I was in the zone, that quiet place every real salesperson knows.

Confidence.
Clarity.
Excitement.
But all directed toward the buyer, not myself.

The result?
I blew the numbers out of the water, not because I was better.
But because I wasn’t selling for me.
I was selling for buyer.

And that’s the part too many people forget:

When you stop focusing on yourself, and you focus entirely on the buyer’s world, their reality, their dream…
they naturally want to take the next step with you.

Sales isn’t about winning.
It’s not about pressure.
It’s not even about performance.

It’s about helping someone move closer to the vision they already have, and showing them how to get there.

That weekend taught me something I still teach today:

A true sales professional isn’t trying to be the hero.
They’re trying to help the buyer become one. And I kicked ass that weekend, sold more than most would sell in a year.

Getting It Wrong To Get It Right

01/12/2025

01/12/2025

30/11/2025

29/11/2025

29/11/2025

28/11/2025

28/11/2025

28/11/2025

27/11/2025

27/11/2025

21/11/2025

20/11/2025

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