Blog

How to conquer stress (Part 1)
This morning, I was talking with a client about the impact of stress on decision-making. It’s a VERY important topic[...]
Why can’t we build better sales managers? (Part 3)
I know this may sound crazy, but here are the musings I cannot get out of my head… Is it[...]
Why can’t we build better sales managers? (Part 2)
Last week, I opened with the idea that we have sales management wrong. Fundamentally, this is because we aren’t thinking/working[...]
Why can’t we build better sales managers? (Part 1)
I’m beginning to wonder if we have the idea of sales management wrong. And when I say wrong, I am[...]
Sales enablement best practices, #4 – Manager enablement
Okay. This is not completely scientific, but what I am about to say is based on actual research and years[...]
Sales enablement best practices, #3 – How to NOT prioritize
This week, I am tackling one of the absolute best leadership principles that I know – which also happens to[...]
Sales enablement best practices, #2 – Integrating the solution
In last week’s blog, I talked about how important it is to anchor sales enablement to the buyer’s problem-solving journey.[...]
Sales enablement best practices, #1 – Don’t follow the wrong map
I can’t get this idea out of my head… If you do sales enablement incorrectly, you will hurt your business[...]
The MOST important thing to know about sales enablement (and I’m not exaggerating)
It’s not often that a piece of research comes out that really shakes the sales game. This month, I believe[...]
The number one thing that you can do to increase sales in 2019
Let me begin by saying that there is no magical silver bullet for slaying whatever monsters are eating your sales.[...]
Good metrics vs. worthless ones, part two
In my last post, I hammered on the idea that a metric is not a goal. I got a little bit of pushback[...]
Good metrics vs. worthless ones, part one
Maybe it’s just that time of year, but I am somehow getting into a lot of discussions about metrics. Sales[...]
What’s the danger of doing it “wrong?”
You know the old saying about the doing things the right way and the wrong way… Is that true anymore?[...]
4 practical ways to get “better”
My blog last week apparently hit a nerve – a good one. It generated a lot of likes, shares, comments,[...]
The danger of “good enough”
There’s a saying out here in Silicon Valley (though I’m sure it’s more international than that). It goes like this:[...]
4 principles for creating better empowerment
Look. It is REALLY hard to keep your best sales people happy. When things are good, they are ecstatic.  But[...]
Seeing the whole elephant
I live in an industry that is crowded with debate. Cold calling is dead. Cold calling is very much alive.[...]
Why your sales enablement may be broken
I get it. I really do. The term “sales enablement” is growing in popularity and usage. But not in understanding.[...]
In memoriam…
I was totally set up to write a blog about something sales-related this week, but I can’t get what happened[...]
Insights from listening to a buyer
I recently spent a week with a client and they brought in one of their customers to speak. It was[...]
Are you really a “customer first” kind of person?
I have been doing a lot of networking lately. You can probably picture some of the exchanges I am experiencing.[...]
Lifeless sales people – whose fault is it really?
“There’s a lot of lifeless sales people out there.” ~ Larry Levine, author of Selling from the Heart Before we[...]
The most critical part of your business is…
Last week, the city of San Francisco was overwhelmed with Dreamforce. Not in a bad way, mind you. But any[...]
My love-hate relationship: 3 rules to make technology work FOR you
I have a love-hate relationship with technology. If you know me, I often have the latest gadgets/tech for my personal[...]
5 ways to accelerate your ramp to revenue
This week's blog is actually not a blog. It's a webinar that I had the genuine privilege of being a[...]
Knowing what to do – and NOT doing it
This week, I have been thinking about why we don’t do what we KNOW we should do. It’s inspired by[...]
The longest civil war in business: Why can’t Sales and Marketing get along?
It’s the oldest civil war in business. And I’m not talking about Coke vs. Pepsi or Ford vs. GM. Those[...]
Can I get fries with that? Avoid getting underserved by sales enablement.
If your company is already on a massive growth curve, this week’s blog isn’t for you. Yet. I want to[...]
David vs. Goliath: How to beat the giants in your market
You know what’s really hard? Being the “little guy.” And what I mean by “little guy” is being the smaller/newer/outsider[...]
Sales onboarding mistake #2: Ignoring how people actually learn
Last week, I talked about the most common mistake we see in the design for sales onboarding: emphasizing product over[...]
How good is your sales onboarding – do you have the wrong focus?
Onboarding is a vampire project. In other words, you can stab it, shoot it, and burn it with fire. But[...]
3 ways to improve sales performance without relying on innovation
Years ago, when I worked as an employee for a global company, I had access to some interesting resources. One[...]
A simple, but important, rant
Warning: This is going to be a bit of a rant. I once had a conversation with a senior executive[...]
Something to learn from the World Cup
Many would never guess, but I actually played soccer in college. I wasn’t great, but I was good enough to[...]
The difference between work and a job
Do you know the difference between “work” and a “job?” I ask because sometimes we forget. Sometimes, we get so[...]
The 3 most common causes of sales engine failure
The 3 most common causes of sales engine failure... Much like an engine is part of an overall system (electrical,[...]
The ONLY two ways to fix your sales engine
It’s definitely one of the most common topics of my executive coaching conversations. And while this topic has broad leadership[...]
How healthy is your sales engine?
How healthy is your sales engine? It's an easy question to ignore. I mean, in the grand scheme of running a[...]