One of my all-time favorite movie scenes is in A Few Good Men. It’s Jack … [Read more...]
“You Can’t Handle The Truth!”
Leadership And Judgment Posted on September, 2026
We’ve all been in the meeting. It’s a standard deal review. The manager sits … [Read more...]
Stop Wasting Seller Time On Forecasting, Start Spending It On Winning! Posted on September, 2026
If I look at my feeds, too many conversations with clients and others, we have … [Read more...]
Are We Designing Judgment Out? Posted on September, 2026
I’ve been doing a series of articles about judgment, What It Is, The Costs Of … [Read more...]
The Answers Are Easy, The Best Answers Are Tough, Implementing Them Is The Real Work Posted on August, 2026
My feed is filled with answers. Gurus and experts constantly say, “Do this and … [Read more...]
Sales Leaders, Moving Out Of the Control Room Posted on August, 2026
Over the past couple of weeks I’ve been setting up and defining what I think is … [Read more...]
"If It Can't Be Measured, It Can't Be Managed!" Posted on August, 2026
I couldn’t believe I was hearing this again. Perhaps for the 100 thousandth … [Read more...]
You Lost On Price, " But That Explains Nothing! Posted on July, 2026
As part of my client work, I often immerse myself in data. In looking at the … [Read more...]
Are You Modeling Or Telling? Posted on July, 2026
My father had an expression: "Do as I say, not as I do." Usually, it surfaced I … [Read more...]
What If You Only Had 10 Accounts? Posted on July, 2026
I was doing a thought experiment with a team a few days ago. I thought I’d … [Read more...]
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