Ideas from inside the arena. For people still fighting in it.
Practical thinking on revenue, leadership, coaching, hiring and AI, from someone who has held the seat. Most pieces started as LinkedIn posts that struck a nerve.
Everyone Is Busy and Revenue Is Flat. That's a Leadership Problem.
Packed calendars. Fourteen strategic priorities. Flat revenue. If that sounds familiar, more effort won't fix it. Focus will.
Read the article LeadershipYou Don't Have an Execution Problem. You Have a Decision-Making Problem.
Your team can probably move fast. They're waiting for six executives to agree on what they're allowed to do.
Read the article CoachingMost Sales Managers Coach Deals, Not Reps. Here's the Difference.
There's a huge difference between helping someone win a deal and teaching them how to win the next 20 without you.
Read the article SalesYour Top 10% Can Make a Broken Sales Organization Look Healthy
Your top performers show you what exceptional talent can overcome. Your middle and bottom show you what you've actually built.
Read the article AIChatGPT Licenses Aren't an AI Strategy. They're an Expense Line.
If your AI rollout depends on every employee finding their own use case after hours, you didn't roll anything out. You assigned homework.
Read the article HiringHiring Revenue Leaders: You've Confused Familiarity With Capability
"We need fresh thinking." Followed by: "Must have 15+ years in our exact industry." There it is.
Read the articleFind what's actually holding your revenue back. Then fix that.
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