9 months into my sabbatical, I’m launching Incremental Gain. For over 15 years, I've built high-performing sales teams and coached individuals at every career stage, closing over $100M in software ARR. I know what excellence looks like. Last year, after 4 years at Datadog, I

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For my wife, airports always meant vacation vibes. For me, it felt like an office:.- stressing through security.- scouting for a spot in the lounge.- standing at the gate on a last minute call. 3 ways I break the habit:.- take it intentionally slow.- leave the phone out of sight.

Comfort doesn’t create clarity. Discomfort does. And few things force discomfort like moving countries. We just returned from a month away, including a stop at my parents’ place, where I’ve spent nearly 40 summers. But after only a year in Belgium, coming back here felt like.

Remote work is great. But early in your career?. Office culture is a game-changer:.- Eavesdrop on top performers.- Immediate feedback from your peers.- Quick huddles with your manager on the way out. Do you agree?.

If you can make discovery feel like an actual conversation, not an interrogation, you’ll see a major shift in your results. PS. What’s the best piece of discovery advice you’ve received?.

3) Confidence. Leaning into the conversation with curiosity, not a checklist.

2) Preparation. Researching prospects deeply to ask sharp, relevant questions.

1) Pattern recognition. Knowing strong open-ended questions by heart so they come naturally.

The best sellers don’t follow a script. They’re guided by intuition and real curiosity. So when someone comes to me struggling with discovery, I focus on three things:.

Want to improve your discovery?. Master these 3 things:.

Routines aren’t the enemy, they’re vital for sustainable growth. But static routines kill curiosity and progress. Work with people who challenge the status quo and embrace change. The relentless learners leave the rest behind. Choose excitement. Choose growth.

July fitness update: flat from June (YTD -7.5 kg, -7 cm waist). Lots of travel and big meals. High activity almost exclusively outdoors. Love it. Clear improvements in both running and strength. Aug plan: gradual return to normal routines and caloric deficit.

I wish someone had told me this in my first year of sales…. Someone asked me a question that took me straight back to year one. Here are two things I wish someone had told me back then:. 1) Don't take it so seriously. Sales isn't life or death. The pressure can be intense, but.

7 things that will kill your sales performance:. 1. Selling solo.2. Selling scared.3. Focus on small deals.4. Not saying "no" enough.5. Ignoring existing customers.6. Spending time with long shots.7. Selling in the worker bee comfort zone. What did I miss?.

“Nobody ever asked me that before.”. A client said this to me in a breakthrough moment. And I get it. In 15+ years of sales and leadership, I never thought I needed a coach either. Instead relied on peers, mentors, and managers…. That changed when I stepped away from my role.

The quiet weeks are where you get ahead. Summer is slow for a reason…. But top performers don’t fight the slowdown. They use it. And come back just a little sharper than before. Because the best reset isn’t dramatic. It’s incremental.

Lost a deal? Move on. Don’t obsess over lost deals. Focus on what you can control. Your next win is built on today’s actions, not yesterday’s outcome. Real progress starts the moment you stop looking back.

The best prospecting habit? The one that’s easiest to start. Every summer, I train in the garage gym at my parents’ place. My brother, firefighter and crossfit box owner, built it out properly. It’s not fancy. But it works. Because it removes every excuse. No drive. No

7 signs you work for the right leader:. 1. You laugh together. 2. You are praised publicly. 3. You are seen as a human. 4. You feel ok to be vulnerable. 5. You respect and learn from them. 6. You believe they are a good person. 7. You know what is expected from you. What else?.