Over the past few weeks, I've had the same conversation, with a number of … [Read more...]
Tag: Accountability
Old-Timers Are Right About What We're Seeing. We're Wrong About Why.
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...]
From Process to Performance: Critical Behaviors for Sales Outcome Posted on April, 2026
Spence Wixom, CEO of The Brooks Group had a fun conversation with me about The … [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've Built The Scoreboard, But Forgotten The Game. Posted on March, 2026
Somewhere along the way, we replaced the mission, our outcomes, with the metric. … [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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