The Rise of the Chief Revenue Officer For any of us who have been in the sales and marketing world for more than ten years, you know that the title, "Chief Revenue Officer" is a fairly new one. It's rise as an official title began to rear itself soon after The Great...

What was the first sales methodology? Hubspot defines a sales methodology as a broader philosophy or set of practices that can inform how a sales process is built and conducted. Korn Ferry defines a sales methodology as a framework that outlines how your sellers...

Sales kickoff best practices. Can they be found as early as the late 1800s?  The "modern" sales profession, as we know it, has been around that long. By "modern", I’m referring to the idea of a singular corporation, hiring its own salespeople as full-time employees...

Do political ads drive you nuts as they do me? While most of us cringe watching them - we don't realize that we're doing a lot of the same crap in sales to our prospects! Here in the United States, this week is the "midterm" elections. Political ads permeate every...

This article originally appeared in RealLeaders Magazine, October 2nd, 2022 Is there such thing as a sales leadership methodology? How about a sales leadership framework? Absolutely! Think back to the day you first were promoted into a sales leadership role. How did...

If you really want to learn, write every day. Nobody in my past would ever have described me with the word “smart”. I mean, I was a borderline dumbass growing up. But now, I read a lot. Every day, when cool people are doing cool things, you’ll find me either reading…...

Information abundance. A threat to the sales profession, or is it? Is information availability and access a good thing for buyers? To start, let's play a little game. I'll give you four quotes, one each from the years 1907, 1912, 1953, and 2015. You have to determine...

The Sales Economy: What's Coming (from people smarter than me), and a Counterintuitive Way To Thrive A sales nerd and two well-known CNBC economists walk into a room. This isn’t a joke - this happened to me last week. Long story, but the short version is that I...