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...

So, you want to predict the future of the sales profession?  I am no Nostradamus. I am no Miss Cleo. I don’t have conversations with spirits. However (and you may not believe me), I have successfully predicted:  “The Great Resignation” months before it became a...

Tech Layoffs and The Monday Morning Quarterbacks The economy. Layoffs. Banking issues. We’ve seen this story before. We know how it ends. We know we’ll see the story played out by a different cast at a later date. And guess what! After the next round, we’ll once...

Using ChatGPT in Sales: A Counterintuitive Way Transparency wins. AI + Transparency? That could be a strong combination! If you’ve been following along, read my books or have heard me speak, there’s no doubt you know I’ve been preaching this idea that transparency...

The Beginnings of Sales Management Where did sales management as we know it today come from? Times like these… Where did aggressive “make the number” sales tactics come from? Same answer; times like these. At the beginning of the 1900s, an executive’s core focus...

Setting Sales Quotas: What History Got Right Over the past few weeks, I've been studying the history of quotas and quota setting during the dawn of the modern sales profession. Namely, from 1900-1930. In the process, something hit me right between the eyes!...

This may be a stretch…but I heard a story last night that reminded me of something - when something that seems awful at the time turns out to be a blessing. It was the story of bowler Bill Fong. So, in bowling, a perfect game is 12 strikes…a score of 300. It...

What Salespeople Want: The Drivers of Intrinsic Inspiration & the PRAISE Model I am not a neuroscientist. However, as a revenue leader, I was always drawn to the research; reading about it, making sense of it, and trying to apply it to the world of selling -...

"I believe..." It's a professional exercise I do every year...to revisit my beliefs about our profession. Have you ever written down your professional beliefs? Throughout history, the beacons of industry all did it...and often published them. John Patterson,...