The Peak of Mount Stupid
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...
When Transparency Doesn’t Win
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?
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
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...