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...

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...

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....

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”...

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...

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...

Fixing Your Sales Forecast I want you to begin reading this with a moment of zen…clear your mind of all you know about forecasting. Clear your mind about your sales stages. Clear your mind about your sales process. Breathe in. Breathe out. Now, ask yourself this...

“It Could Be Better” – You’re Making It Worse “The view out the back is even better on a clearer day.” “That Alaskan crab you just had is even more fantastic in the winter when it’s in season!” “That plant looks even more impressive when it gets more sunlight...

The History of Email in Sales & Marketing: We Ruined It! Salespeople ruin everything. While it is said that we are in a sales and marketing technology revolution today, that’s not a good thing…through the lens of history. The greatest sales tech...