October 6, 2026

Backward-looking confidence can feel reassuring when things are going well. But when your belief in your ability depends on what you've already achieved, every new result has the power to change how you see yourself. That creates a very different kind of pressure in sales.

October 6, 2026

Two salespeople can start the year with the same quota, similar experience, and an equal amount of ambition. Six months later, one is comfortably on track while the other is scrambling to recover lost ground.

September 28, 2026

Does your confidence come from what you've already accomplished, or from your ability to generate conversations and build a future pipeline? I discuss the difference to help salespeople understand the power of ProsprIQ.