Your Next Best Customer Is Already in Your LinkedIn Network. Here’s How to Find Them.
When you ask sales leaders about their biggest challenge, the first answer is: pipeline. Specifically, how do you fill it with the right prospects — p...Continue Reading
The Real Threat to Your Pipeline Isn’t a Competitor. It’s No Decision.
After four decades of asking sales leaders the same question — who are you? — I rarely hear an answer that reframes the entire industry’s thin...Continue Reading
Always Be Closing Really Means Always Be Contracting
I’ve watched many deals die in the final stretch—not because the customer changed their mind or a competitor stepped in, but because contract ne...Continue Reading
Relevance Before Automation: The New Standard for AI Outbound
AI is changing outbound sales faster than most revenue teams expected. What once required hours of manual prospecting, account research, list building,...Continue Reading
The Present Is the Present: Ancient Wisdom for a Distracted Age
A few days ago, I rediscovered a small book on my shelf—Spencer Johnson’s The Precious Present written in 1984. You could read it in an hour. But it...Continue Reading
What Shawn Achor’s new book The Power of Beliefs Teaches Salespeople
Salespeople do not fail because they lack technique. They fail because they carry the wrong beliefs into every call, every meeting, every deal. That is...Continue Reading
The Revenue Enablement Leader As Chief Knowledge Officer
The New Architect of One Voice Across Sales, Marketing, and Customer Success There is a question that keeps the best Revenue Enablement leaders up at ni...Continue Reading
The Books That Explain Why Salesforce Won – and the Leaders It Unleashed
Executive Summary – For Readers Short on Time Salesforce is not just the world’s leading CRM company. It is the most productive intellectual engine...Continue Reading