Gender neutrality is trickier than expected

Three ways to improve equality, parity and a level playing field.

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 “Trusted Advisor,” and be on commission. He later extended the...

There are endless issues that keep sales people, managers, and our organizations from getting the value from CRM they could. And we waste even more time complaining and whining about...

We focus entirely too much on pricing. We leave far too much money on the table because we fail to establish business value and tie our pricing to the business...

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 published in the early 60’s and is one of the...

Unfortunately, the literature is rife with faux research and insights. Most no more valid than my analysis of what color suit I wear, but all accompanied by masses of data...

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

The world goes through constant cycles. Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and eBooks on Product Led Growth and the role of sales...

We must be vigilant about time available for selling. We must eliminate anything that doesn’t contribute to the ability of sales people to engage customers in meaningful, high impact conversations....

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 gen, and prospecting. In the “old days,” many of our...

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 process since that constrains our creativity and ability to innovate....

Forecasting is important to our business, we spend a lot of time (often too much) on forecasts. But too often, we get forecasting wrong. Some observations: We strive for forecast...

Human beings are always looking for the secrets to success. Somehow, we want to believe there is the “one thing” that drives success. In sales and marketing, we are no...

As the function of Sales Operations evolves within organizations, we are faced with several large challenges. How do we set priorities with all the competing initiatives coming our way? How...