In the 'good old days', when I was selling instead of consulting, we did a lot of account planning. You know… that thing where you and your account team get in a room, usually in Q1, and talk about the sales opportunities you’ll pursue at specific customers during the upcoming fiscal year?
In the 'good old days', when I was selling instead of consulting, we did a lot of account planning. You know… that thing...
A long-time client called us recently. He’s a sales VP who joined his current firm during the pandemic. He’s never met t...
There’s this TED talk we like by General Stanley McChrystal called “Listen, Learn… then Lead.” General McChrystal has se...
This is a continuation our multi-part exploration of how sales leaders approach their first 90 days. So many of our clie...
This is the conclusion of our multi-part exploration of how sales leaders approach their first 90 days in a new role. We...
It’s called Pandemic Downtime, and we have it. It’s that extra time we’d normally never have because we’re on airplanes,...
This is a continuation our exploration of how sales leaders approach their first 90 days in a new role. The topic was bo...
The average tenure of a sales VP is incredibly brief – about 18 months. That’s not a lot of time to make a big impact. W...
If you’re a sales VP and have been for more than 2 years – Congratulations, you’re above average! You’ve exceeded the av...
If you manage sellers, frontline sales managers or indeed anyone, you understand they’re under stress, apprehensive, and...
“Have you ever had a dream, Neo, that you were so sure was real? What if you were unable to wake from that dream? How wo...
It all started with a small group of high-potential sales leaders that included seven VPs and directors. One of our long...
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