Three (Obvious) Priorities for When Sales Gets Difficult (and Why We Do The Opposite!) I’ve become a bit obsessed with a historical problem. When the economy makes selling more difficult, would you agree that the following three things are required to thrive? Upskill...

Sales Territory / Business Revenue Plan Template - In Your Pocket Growing up in sales, at least once per year I was either asking someone this question or being asked it: “Hey, uhhh, do you happen to have a sales territory plan template, or a business revenue template...

Negotiating a Pilot / Proof of Concept When I’m teaching a negotiation workshop, there are certain things that really fire me up. There seems to be a moment when one of my rants goes a bit crazy (I need to work on that). I had another one yesterday. The subject?...

The Downside of Auto-Renewals (and how they masquerade your churn) There’s a special shampoo my daughter loves. She used it consistently. The website where my wife orders it from offers a subscription. You can specify how often you want it, sign up, and get a healthy...

Four Ways to Get Sales Accountability Right   “Accountability” Did you just tense up? I feel it the minute the words leave my mouth in leadership workshops - and some of it may be PTSD from leaders I’ve worked for before. There’s a vibe around the concept of...

5 Sales Leadership #WorstPractices When Times Get Tough “The importance of sales management depends upon the importance of the field selling job.” “Prior to 1907, most personal salesmen sold barehanded. it was comparatively easy to sell merchandise in the field. Sales...

Are You A Sales Leadership "Dunderblitzen"? Adapted from Worthington C. Holman from the February of 1909 edition of The Business Philosopher  Have you ever heard the story of Dunderblitzen Von Shoosh?  Probably a thousand years ago, during “medieval” war times, there...

What Does AI Say - About Todd As a Sales Kickoff Keynote Speaker? As a nerd for transparency in all things sales, I work with clients on how to actually apply that. The process of understanding their pros & cons, what they give up to be great at their core, and...

Getting Your Revenue Organization Right Although I swore off doing “consulting” a few years ago, I’ve gotten a bit sucked back in. And, as much as I hate to admit it, I’m really enjoying it! Through everything I’ve done to this point in my career, along with all of...