The Peak of Mount Stupid
The Peak of Mount Stupid How Acute Periods of Personal Success Exacerbate the Dunning-Kruger Effect In 1999, I sold over $24M in software and $68M in services, achieving over 800% of my target. In 2000, I, according to me, was the most talented sales professional I...
When Transparency Doesn’t Win
Transparent Does NOT Always Win! There, I said it. In sales and leadership, transparency wins when done correctly, through the correct lens of your responsibility. In sales, transparency done right speeds sales cycles, increases win rates, qualifies IN the...
The Origins of “Modern” Sales Management
The history of sales management: There’s a direct correlation between the difficulty of the selling environment and the need for optimized sales management. There was a lag between the modernization of sales and the modernization of sales management. In this...