The meritt journal

Sales hiring, written down.

Essays, frameworks and field notes from twenty years of hiring salespeople.

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Sales hiring, written down.

How to Negotiate Renewals and Protect Revenue.

How to Run a Business Review That Drives the Next Year.

How to Show the Value You Delivered at Renewal.

How to Handle a Renewal So It Never Comes Down to the Wire.

How to Get Customer Referrals From Happy Clients.

How to Sell More Without Losing Trust.

How to Spot Upsell Opportunities With Your Customers.

How to Build an Account Plan for Growth.

How to Learn From Accounts You Lose.

How to Build More Contacts in an Account So It Does Not Walk Out the Door.

How to Own a Customer Problem All the Way to a Fix.

How to Spot Account Risk Early, Before Renewal.

How to Spot an Account at Risk Before It Churns.

How to Train a Customer's Users So They Can Do It Themselves.

How to Drive Product Adoption After the Sale.

How to Onboard a New Customer So They Get Value Fast.

How Deals Get Decided in Your Patch.

How to Speak Your Buyer's Language and Sound Like an Insider.

How to Build a Growth Mindset in Sales (and Stop Thinking Talent Is Fixed).

How to Change Your Mind When the Data Says So.

How to Ask for Help at Work Before You Waste a Whole Day.

How to See Your Own Strengths and Weak Spots Clearly.

How to Use Coaching Tips on Real Calls Between Sessions.

How to Learn From Top Reps and Copy What Works.

How to Review a Lost Deal So You Stop Losing the Same Way.

How to Pick One Skill to Work On and Track It.

How to Review Your Own Calls Every Week and Actually Get Better.

How to Take Feedback From Peers, Not Just Your Boss.

How to Own Your Losses Without Bruising Your Ego.

How to Ask for Feedback Before Anyone Offers It.

How to Act on Feedback by Your Very Next Call.

How to Take Feedback Without Getting Defensive.

How to Push Past a Flat Patch in Sales.

How to Manage Your Energy in Sales So You Can Keep Performing.

How to Build a Drive to Win in Sales.

How to Keep Prospecting When Your Pipeline Looks Full.

How to Keep Quality Up Under Pressure When You're Behind on Target.

How to Keep Your Promises at Work So People Trust You.

How to Stay Self-Motivated at Work Without Being Pushed.

How to Handle the First No and Still Reach a Yes.

How to Recover From a Sales Slump Without Spiraling.

How to Keep Effort Up on Long Deals That Take Months to Close.

How to Handle Sales Pushback and Learn From It.

How to Bounce Back After a No on a Sales Call.

How to Forecast Your Pipeline Honestly (No More Wishful Thinking).

How to Keep Your Outreach Steady (No More Feast or Famine).

How to Spot Deal Roadblocks Before They Stall the Deal.

How to Build a Mutual Close Plan With the Buyer.

How to Ask for the Next Step on a Sales Call.

How to Recap a Sales Call in the Buyer's Own Words.

How to Write a Follow-Up After a Call That Moves the Deal.

How to Create Urgency With a Real Deadline.

How to Run an Executive Meeting as a Two-Way Talk.

How to Stay Calm With Senior Leaders in Sales Meetings.

How to Understand How a Buyer's Business Makes Money.

How to Pitch to the Budget Owner in Their Own Terms.

How to Get a Meeting With the Budget Holder.

How to Stand Out From Competitors Without Trashing Them.

How to Tell a Before-and-After Story That Sells.

How to Give a Demo That Fits the Buyer.

How to Use Customer Stories as Proof in Sales.

How to Build a Money Case Backed by Real Numbers.

How to Show the Cost of Doing Nothing.

How to Sell Value, Not Features (Speak the Buyer's Language).

How to Spot the Real Decision-Maker (Not Just the Job Title).

How to Handle Deal Blockers Without Losing the Deal.

How to Help Your Champion Sell the Deal Inside.

How to Test if Your Champion Will Really Act.

How to Build a Champion Inside the Company.

How to Reach the Economic Buyer Who Controls the Budget.

How to Build More Than One Contact in a Deal.

How to Map the Decision-Makers in a Deal.

How to Stay Calm When a Buyer Pushes Back.

How to Handle Objections Before They Come Up.

How to Handle the "Not Now" Objection Without Losing the Deal.

How to Handle "We Already Use a Competitor".

How to Handle a Price Objection Without Dropping Your Price.

How to Spot a Fake Objection From a Real One.

How to Handle an Objection by Asking What It Really Means.