Can your sales coaches coach?

What impact does your first line of sales management have on overall revenue and sales performance?  Based on 25 years of high tech enterprise sales experience, I submit that ensuring that your sales coaches can effectively coach is equally if not more important...
The Sales Playbook: Roadmap for Success

The Sales Playbook: Roadmap for Success

What is a sales playbook and why is it important? Sales playbooks are the synthesis of sales process, best practices, the sales tools used and the tactical steps that should be adhered to as part of an effective sales engagement. Think of it as a blueprint for sales...
Do You Know a ‘Chance Gardner’ Consultant?

Do You Know a ‘Chance Gardner’ Consultant?

One of my favorite movies is “Being There” starring Peter Sellers. If you haven’t seen it, I highly suggest that you rent it, as the movie and cast won numerous awards for their performance and wonderful story. I’ll paraphrase the story by...
The Context Behind the Data

The Context Behind the Data

Metrics are good. They can be valuable and you can glean insight from them. But my admonition to all is that you proceed with caution when it comes to using metrics and data to make business decisions. All too frequently, I see business leaders completely absorbed in...
Go To Market Strategy-Are You a Firewalker?

Go To Market Strategy-Are You a Firewalker?

Whether you are a startup going to market for the first time, or a F1000 company introducing a new product or service, figuring out the right go to market strategy is hard. That challenge is only exacerbated when you conduct all of your analysis and planning purely...