Every seller has a map. It's called a sales process. It has stages, … [Read more...]
Tag: Execution
Are We Using the Same Map?
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...]
When Performance Problems Aren't Obvious---Yet! Posted on January, 2026
Preface: This is much longer than my usual posts, but this is such an important … [Read more...]
Why Benchmarking Fails Posted on January, 2026
Benchmarking other organizations, identifying best practices has been a … [Read more...]
Protect Your Focus! Posted on January, 2026
Tobia La Marca said something fascinating a few weeks ago (he says a lot of … [Read more...]
CUSP, Leading by Serving, When Outcomes Matter Most Posted on January, 2026
One of the biggest influences in my thinking and in writing Is “Good Enough” … [Read more...]
Sale Excellence, Where Do You Start? Posted on January, 2026
Since releasing Is ‘Good Enough’ Good Enough, I keep hearing the same question: … [Read more...]
Why Do We Invest So Heavily In Losing? Posted on January, 2026
Yes, we are almost at 2025 year-end. I suspect many are rushing to close those … [Read more...]