A partner at a $120M firm told me last week: “They taught us search. Nobody taught us sales.” Sit with that for a second. A nine-figure firm. Partner level. And the thing that grows the business, the thing every dollar of revenue actually depends on, was the one thing nobody ever sat him down...

“We don’t really talk about price,” one of my coaching clients told me two weeks. He’s right. He doesn’t. He also doesn’t really talk about pain, and in that we have a problem. He’s a sharp guy. Diligent. He has a list of questions for every discovery call. He runs through them. He listens. He no...