How to Get Sales Quotas Right - 10 Prescriptions from 100 Years Ago I went down such a quota-setting sales history rabbit hole…I actually feel my anxiety and blood pressure rising. Why? Because I just saw again a stat about how woefully low sales quota attainment...

Sales Definitions Salespeople Should Know, Letters P through U from 1927 Starting in May of 1926, How to Sell magazine featured a series of articles called “The Salesman’s Dictionary”. Each month was another set. I highlighted my favorites from letters A through K in...

Why AI isn’t showing up in your results Conversation after conversation with revenue leaders have been evolving into two conclusions lately: AI is changing so much. We knew we had to do something, so we bought a bunch of stuff, and tried a bunch of stuff. Nothing...

What is a good revenue leadership framework? Frameworks. I’ve always been all about them, because otherwise, in every instance without one, I found myself feeling like a dog chasing a car down the street. I never knew where it was headed…I just knew I had to chase it....

What is the biggest change to sales / business going to be over the next 5 years? I was asked this question during a podcast interview earlier today. My answer was a bit of a reframe of the question first. “Aside from the obvious? I believe AI is about to expose how...

Nobody Hires a Keynote Speaker for the ROI You know what I think is interesting. When I’m brought in to do a kickoff keynote, or even do a training program for a front-line team or revenue leadership group, the ROI is NEVER the reason. I'm a CSP (Certified Speaking...

The Great Sales Irony of Prohibition If you were a salesperson around 1918 and were asked what the concept of “Prohibition” would mean to the sales profession, your answer probably would have been “less drinking, less entertaining, more professionalism.” As it turns...

Sales Definitions Salespeople Should Know, Letters A through K from 1926 Starting in May’s edition of How to Sell magazine in 1926, W.L. Barnhart compiled something he called the “Salesman’s Dictionary”. Each month included another set. While there are so many...

Sales Leadership Training: Too Seller-Centric? Let’s start with the obvious issue that’s been talked about for years: The vast majority of those in sales leadership have not received training on how to run a sales team. Or, at the very least, rarely receive any sort...