The Rise of the Deplorable Salesperson The Roman Empire… What comes to your mind when you hear those three words? Strength, patriotism, and heroes. In what was referred to as “The Eternal City”, we probably don’t consider the peddlers and merchants. In the final...

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...

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...