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 than it...

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 revolution began...

Sales Qualification Frameworks - Are You TEMPTed? "If you lose money you can earn more, or somebody may die and leave you a legacy. But nobody will ever die and leave you any legacy of time. A minute wasted is not to be made up." - 𝘚𝘢𝘭𝘦𝘴𝘮𝘢𝘯𝘴𝘩𝘪𝘱 𝘔𝘢𝘨𝘢𝘻𝘪𝘯𝘦, November 1905...

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 two...

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 thing:...

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 again...