Sales forecasting is both an art and a science. In my 20+ years of sales leadership, I’ve spent hundreds of...

Stay close to your customers and do right by your sales reps

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...

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...

Forecasting is important to our business, we spend a lot of time (often too much) on forecasts. But too often,...