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...

The world goes through constant cycles. Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and...

We must be vigilant about time available for selling. We must eliminate anything that doesn’t contribute to the ability of...

Role clarity is important. People need to understand their jobs/roles–not just the activities they do, and their metrics/comp plan.

I’m at the ripe young age where I have seen a lot of different scenarios for marketing, demand gen, lead...

So what concerns me is how you made your number....

We want to be flexible, nimble, able to adapt to the circumstances, leap on an opportunity, respond quickly. We abhor...