I struggled to write this post. At first I tried to parse good, bad, abdicated … [Read more...]
Tag: Change
The Cost Of Judgment
“You Can’t Handle The Truth!” Posted on September, 2026
One of my all-time favorite movie scenes is in A Few Good Men. It’s Jack … [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...]
The Death Of Sales Management Posted on August, 2026
It must seem strange to see the author of The Sales Manager Survival Guide … [Read more...]
A New Game Show, “Seller’s Jeopardy” Posted on August, 2026
I was at a party recently, for some reason people started talking about TV Game … [Read more...]
AI Puts Us At The Edge Of A Chasm..... Posted on August, 2026
AI is better than your SDRs. That’s true. And it’s beside the point. A writer … [Read more...]
If We Sell Change, Why Don’t We Change? Posted on July, 2026
The whole purpose of every GTM organization is to convince our customers to … [Read more...]
The Captain Doesn’t Save A Sinking Ship…… Posted on July, 2026
A few months ago, I was having a conversation with a talented CEO. His … [Read more...]
The Coaching Isn't the Meeting Posted on June, 2026
We schedule coaching. We block the calendar, our weekly meeting. Maybe an hour, … [Read more...]
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