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 was...

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! Something...

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 happens...

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 - and...

"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, Charles...

72% of buyers want a ‘rep-free’ experience? Of course, they do! How is that number not 95%? It’s from a Gartner report that states: “A survey of 725 B2B buyers conducted in November and December 2021 revealed that 72% of customers said they prefer a “rep-free...

A Creed of Sales Management Standards Coming out of World War II in 1945, the United States economy was rebuilding itself. The continued success of the country relied on the success of small businesses, and a great many veterans of the war were finding their...

Transparency On Demand - The Caponi Express (Ummm...get it?) When I wrote my first book, The Transparency Sale, I honestly thought it might suck. I’d never written a book before, but I had a revelation that I felt strongly compelled to share. Transparency sells better...