If You’re Not There, Neither Are Your People

alt text image of an iceberg

I spoke to five different sales organizations in January this year. Three of these sales organizations were engaged in a sales transformation. I want to describe the difference between one of those organizations and the two others. Leaders Engaged In the first two … [Read more...]

Make This Go Faster

alt text image of a cheetah running

The fastest way to improve your number is to help your clients and prospects make the improvements that they need to make. The fastest way to help them do that is by developing yourself, especially your business acumen and situational knowledge, so that you know how to make a … [Read more...]

The Misguided Drive for Revenue Growth (A Note to the Entrepreneur)

alt text image of a woman looking at a tiny businessman

Top-line growth is important. If your top-line isn't growing as fast as the market you’re losing marketshare and losing opportunities. If your top-line is growing as fast (or faster) then your market your gaining market share, and that's a really good thing. Revenue growth is an … [Read more...]

You Are Teaching. But Are You Also Learning?

alt text image of a blackboard

One of the ways you create value for your clients is by having the business acumen and the situational knowledge to help them do better business. Having a teachable insight is all the rage, even though I don’t believe it’s easy to get real chops (and I don’t believe we’re doing … [Read more...]

On Failing to Acquire Opportunities

alt text image of a hunting dog pointing

The heart of growing your revenue is opportunity acquisition. More opportunities equals more sales (provided you win at the same rate and the average deal size is the same). But some sales organizations (and some salespeople) fail to acquire enough opportunities to grow. Failure … [Read more...]

Filling In the Gaps In Your Performance

alt text image of a mountain climber between two mountains

Is there a difference between your current performance and the performance you want? Can you recognize a gap? Producing better results means filling those gaps. If I had to guess, I’d guess that the gap between your present sales results and the results you want mostly needs to … [Read more...]

Recognition and Gratitude (A Note to the Sales Leader)

alt text image of a trophy

We tend to believe that the greatest levers we have to pull when it comes to improving salesforce performance are things like compensation structures and bonuses. And compensation is surely a critical component when it comes to building a high-performing sales organization. But … [Read more...]

The Key to a Large S-Curve

alt text image of a chalkboard with an s-curve

You want exponential growth. You want a curve that bends sharply upwards. It’s easy to be tempted into believing that the next big idea to come along, the next shiny object, will be what finally unleashes the potential within you (or your sales organization). But, as painful as … [Read more...]

Download my E-Book: How to Crush It, Kill It, and Master Cold Calling Now! FREE when you subscribe to my newsletter »