Judgment is the capacity we need most and are developing least. Every … [Read more...]
Tag: Execution
“We Don’t Pay You To Think…..”
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...]
How Much Time Is AI Saving You? Posted on April, 2026
This question was posed in a LinkedIn survey. It was a fascinating post, … [Read more...]
Confident, Decisive, And Wrong! Posted on April, 2026
Every leader I know has more information than they can handle. Dashboards, … [Read more...]
The SaaS Sales Factory Is Broken Posted on March, 2026
Look at most SaaS organizations today and you'll hear the same language. … [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...]
Are We Using the Same Map? Posted on March, 2026
Every seller has a map. It's called a sales process. It has stages, … [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...]
"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...]
Is AI Making Our People More Capable Or More Efficient? Posted on February, 2026
News about AI tools fills all my feeds and most of my conversations. New … [Read more...]
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