We seem to be metric crazy. Every organization I meet has a whole alphabet soup of metrics. Terms like ACV,...

It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. We are used to setting quotas and measuring...

How can we expect front line managers to coach, if they aren’t coached themselves?

We cannot understand our customers until we know the numbers our customers care about.

Having dashboards doesn’t improve performance. You have to look at the dashboards and begin to understand the data.

Get ahead of the rest by asking questions about the future.

The difference I think is trust. Micromanagement comes from the absence of trust. Deep problem solving, collaborative coaching sessions must...

We tend to treat prospecting as an event. We want that one call, where the customer responds, and then says...

I got one of “those” emails. It was from some self proclaimed expert citing research from “millions” of situations. They...

In the hands of fools, tools enable us to not only execute poorly at very high velocity, but to spread...

FUD often paralyzes them in taking action, in driving change, addressing new opportunities and moving forward.

I’m stunned by the number of organizations I work with that are “numbers/metrics” focused, but do nothing about them!

I read a discussion between some wickedly smart people. One person took a position that one could not be a...

Account planning is important, it’s fundamental to growing our value and positioning with our key customers. It helps us align...

There are endless issues that keep sales people, managers, and our organizations from getting the value from CRM they could....

We focus entirely too much on pricing. We leave far too much money on the table because we fail to...

Pricing and discounting are different. We need to understand this.

One book I reread every year is “Excellence, Can We Be Equal And Excellent Too?” by John Gardner. It was...

Unfortunately, the literature is rife with faux research and insights. Most no more valid than my analysis of what color...

If we are to maximize the success of our people, we have to make sure they understand our “intent.” That...