This is 1 of 3 emails. Each week, we will release more details on the second and third R in the 3R velocity system

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Picture this: Your CRM looks like a NASCAR dashboard. Calls made ✓. Emails sent ✓. Meetings booked ✓. You're hitting every activity metric your manager tracks, yet somehow your deals feel like they're stuck in quicksand.

‍Sound familiar?Here's what we've discovered working with hundreds of sales professionals:

‍You've got speed, but you're missing velocity.Speed is just movement. Velocity? That's movement with direction.Think about it—you can run around a track all day at top speed, but you'll end up exactly where you started. That's what's happening in pipelines right now. Tons of activity, but deals spinning in circles.

Sales reps are exhausted from all that speed, but they're not making progress toward the goal that matters: closed revenue.The difference is direction. And when we get the direction right, everything changes.

The Real Cost of Misdirected Energy

We see this pattern everywhere. Sales teams burning through activity quotas while conversion rates flatline. Individual contributors feeling like they're working harder than ever with less to show for it. Sales leaders watching their forecasts become wishful thinking instead of predictable revenue. The frustration is real—and it's not about effort. It's about focus.When deals get stuck, we often default to doing more of what we're already doing. More calls. More emails. More follow-ups.

But what if the solution isn't about increasing activity? What if it's about shifting our approach entirely?

Introducing the 3R Velocity System

We've identified three fundamental shifts that transform speed into velocity, movement into progress, and activity into results. We call it the 3R Velocity System:•    

‍Reframe - Change your perspective, see what others miss, get clear on your purpose

Reveal - Drop the mask, model authenticity, create the trust that makes buyers want to move forward

Revisit - Get back to basics, ensure alignment on the real problem, secure the champions you need, ensure you are multi-threaded etc.

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But here's the key: Don't try to master all three at once. Start with Re-Frame. Then move to the next.

Start Here: The Power of Reframe

If you're going to focus on one shift first, we recommend starting with Reframe. Why? Because everything else flows from how you see the situation.During a test drive,  a journalist noticed Jackie Stewart, a well-known race car driver, was driving with surprising caution. When asked why he was going slower than usual, Stewart replied: "I'm not going slow. I'm noticing more."Stewart could pick up on micro-signals—vibrations, temperature shifts, tire sounds—that told him how the car would behave seconds before it actually did.

Most drivers miss these cues because they're so focused on pushing forward.Most sales reps miss these signals, too.We get so focused on pushing deals forward that we miss what's really happening: the hesitation in a buyer's tone, the shift in decision criteria, the signal that urgency has faded. Reframing is about noticing differently—retraining our brain to observe, not assume.

Three Ways to Reframe Your Next Sales Conversation‍

‍1. Reframe Your Purpose Right before your next call, give yourself thirty seconds to ask: "Why does this matter—to me and to them?" Your motivation might swing with decision fatigue and shifting priorities, but your deeper purpose doesn't budge. It's the reason you show up—to lift buyers, to move your sales community forward. When you anchor there, your energy steadies, your words land clean, and everyone feels the pull instead of the push.

‍2. Reframe Your Core Values Ask yourself: "Which value needs to lead this moment—Transparency? Courage? Empathy?" Name it, and your actions line up with who you're becoming. Maybe it's a stretch value—one you're still growing into. Call it anyway. When you stake a new value in the ground, you invite your client to rise with you, and together you both step into the next level.

‍3. Reframe Your Language The story you tell yourself is the story your body projects. Instead of "I have to close this deal," try "I get to guide this decision." Watch how your shoulders drop, your voice warms, and the buyer mirrors you. Language doesn't just describe reality—it creates it.

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The Ripple Effect

When sales professionals master the art of reframing, something interesting happens. They start seeing opportunities that others miss. They move more deliberately because they're tuned into what's actually happening in the conversation. Their deals begin moving forward because they're addressing real concerns instead of imagined ones.And sales leaders? They start seeing their teams convert activity into actual progress. Forecasts become more predictable. Pipeline reviews focus on strategy instead of just numbers.

Your Next Step

This week, I challenge you to focus solely on reframing. Before each sales conversation, take those thirty seconds to clarify your purpose. Choose which value will lead the moment. Shift your internal language from pressure to possibility.

Don't worry about the other R's yet. Master this one shift first. Because here's what we've learned: Reframing isn't about finding better answers—it's about asking sharper questions. When you change the lens, the whole picture widens. Challenges turn into possibilities, and you recognize the real advantage—you already have the answers inside you.

Change the view, change the conversation. Change the conversation, change the deal.

Sometimes, that's all it takes to change the entire leaderboard.