I just published “Old-Timers Are Right About What We Are Seeing. We’re Wrong … [Read more...]
Category: Leadership
Category: Leadership
The Bait, the Book, and the Real Answer
Old-Timers Are Right About What We're Seeing. We're Wrong About Why. Posted on April, 2026
Over the past few weeks, I've had the same conversation, with a number of … [Read more...]
Managing The Number, Missing The Cause Posted on April, 2026
Win rate drops. Pipeline coverage falls below target. Activity numbers slip. The … [Read more...]
What You Can't Count, You Have To See Posted on April, 2026
Every leader who takes the behaviors of excellence seriously eventually asks: … [Read more...]
Confident, Decisive, And Wrong! Posted on April, 2026
Every leader I know has more information than they can handle. Dashboards, … [Read more...]
We're Asking The Wrong Question About AI And Jobs Posted on April, 2026
Every week, we are deluged with articles about the impact of AI on jobs and … [Read more...]
You Can Lead A Seller To Water, But You Can't Make Them Think! Posted on March, 2026
We've built something remarkable in modern sales organizations. Over the past … [Read more...]
Do I Care? Posted on February, 2026
Mitch Little read my recent post on competing to lose 80-85% of our deals and … [Read more...]
"We Are Competing To Lose 80-85% Of Our Deals!" Posted on February, 2026
Imagine a CRO presenting to the exec or investor team. This CRO is presenting … [Read more...]
Attitude Is Everything! Posted on February, 2026
"Attitude" is one of the most confidently used, yet least defined words in our … [Read more...]
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